What’s the current state of sales?
Reps are proud, leaders are optimistic, and managers are burning out. Factor 8 surveyed thousands of sales reps, frontline managers, and senior leaders about how they work, how they feel about the job, and what would make them stay or go.
SALES REPS
75%
are proud to be in sales.
SALES LEADERS
56%
say sales feels stronger than last year.
SALES MANAGERS
62%
are currently experiencing burn out.
SALES REPS
71%
are happier working from home.
Who We Surveyed
Thousands of sales professionals across every level of the sales organization, every major sales function, and companies of every size.
Experience Level
Company Size
Sales Functions
Top Industries Represented
Where do sales teams work today?
Mostly hybrid. 43% of sales professionals work hybrid, 37% work from home, and 20% work in the office.
Leaders aren’t pushing for a full return. Only 10% prefer their teams in the office 100% of the time.
Where sales teams work
Are sales reps more productive working from home?
Reps say yes. 71% say they’re happier at home, and 60% say home is where they feel most accomplished and sell more.
Which makes reps happier
Where reps feel most accomplished and sell more
Do sales reps want to stay in sales?
Yes, just not always at their current company. 75% want to build a career in sales, and 75% are proud to tell people they’re in sales. Only 55% want to grow where they are now.
Why are sales managers burning out?
Admin work and meetings. 62% of managers are experiencing burnout, and their biggest energy drains are CRM updates, internal meetings, and forecasting. Limited training and growth is the #1 reason they’d leave.
What drains the most energy from managers’ days
What would make managers leave their role
What are sales leaders worried about?
Pipeline and prospecting. Qualified pipeline is leaders’ #1 challenge to hitting goal, and prospecting is the top skill gap on their teams, flagged by 49% of leaders.