What does Factor 8’s sales research show?
Three findings keep coming back. Prospecting is the hardest part of the job, training is what keeps people, and leaders often misread what their teams need. Here’s one headline from each study.
What patterns show up across Factor 8’s research?
Across five studies and thousands of sales professionals, the same story shows up from different angles.
Prospecting is the hardest part of the job
60% of reps say prospecting is what they struggle with most.
49% of leaders flag prospecting as their team’s top skill gap.
40% of virtual sellers call prospecting research and calls their biggest challenge.
Training is what keeps people
Reps and managers rank training and skill development as the #1 reason to stay.
43% of reps would leave without training or a clear growth path.
40% of managers say lack of training and growth is the #1 reason they’d leave.
Leaders misread their teams
Leaders rank compensation #1 for retention. Reps rank it #5.
Only 14% of leaders think culture and leadership push people out. 39% of reps who quit said that’s why they left.
Reps say finding the decision-maker is the hardest part of closing. Leaders think it’s earning referrals after the deal.
Explore the research
Sales Team Challenges and Skill Gaps
Where reps, managers, and leaders say sales teams are struggling, and why.
52%
of leaders want managers to coach reps consistently
53%
of reps say the phone books the most meetings
Sales Training, Coaching, and Development
How sales teams are trained, coached, and developed, and where it breaks down.
79%
of reps want more training and coaching
40%
of managers coach reps fewer than 3 hours a week
The Current State of Sales
How sales teams work, how they feel about the job, and what makes them stay.
71%
of reps are happier working from home
56%
of leaders say sales feels stronger than last year
Sales Team Retention
The true cause of sales team attrition, and what reps and managers want most.
#5
where reps rank pay as a reason to stay (leaders rank it #1)
48%
of reps say lack of training and growth is the #1 reason they’d leave
Top Virtual Sales Challenges
The biggest pain points on virtual and inside sales teams.
21%
say organizing their day is their biggest virtual challenge
17%
struggle most with moving deals forward virtually
Who We Surveyed
Thousands of sales professionals across every level and function of the sales organization.
Five original studies
Each study surveys sales professionals directly about their work, their teams, and what they need.
Reps to the C-suite
Individual contributors, frontline managers, directors, VPs, and senior sales leaders.
Every sales function
Inside and virtual sales, field sales, account management, sales development, enablement, and more.
What is Factor 8’s State of Sales research?
Original research from Factor 8 based on surveys of thousands of sales professionals. It covers sales team challenges and skill gaps, training and coaching, retention, virtual selling, and how sales teams work today.
Who does Factor 8 survey?
Sales professionals at every level, from individual contributors and frontline managers to directors, VPs, and the C-suite, across inside and virtual sales, field sales, account management, sales development, and enablement.
How can I help my sales reps get better at prospecting?
Treat it as a skill to train, not just an activity to track. 60% of reps say prospecting is the part of the sales cycle they struggle with most, and they ask for more support there than anywhere else. Sales leaders see it too: 49% name prospecting as their team’s top skill gap.
Does cold calling still work?
Yes, and reps say it’s their best channel. 53% of sales reps say the phone books the most meetings and closes the most deals, well ahead of email at 31%. Reps still put only 34% of their outreach into calls, and 40% of sales leaders want their reps on the phone more.
How often should sales managers coach their reps?
It depends on the rep. Factor 8 recommends sorting reps into categories and putting the most coaching time into new reps who are still ramping and steady B players who hit quota but rarely star, at about once a week each. Top performers get coached about every two weeks when they want or need it, and struggling reps every two weeks to once a month. Overall, half of a manager’s time should go to coaching their team.
How do I keep my best sales reps from leaving?
Invest in their development. Reps and managers rank training and skill development as the #1 thing that keeps them at a company. 79% of reps want more training and coaching, yet 44% get none after onboarding.
Do sales reps quit over pay?
Not usually. Reps rank compensation #5 on their list of reasons to stay, and managers rank it #7, while sales leaders rank it #1. The top reason reps would leave is a lack of training or a clear growth path.
How can I support burned-out sales managers?
Give them the support to coach. 62% of sales managers are experiencing burnout, drained most by CRM updates and internal meetings. 97% say they need more support from leadership and enablement, and 49% want more process and coaching frameworks for themselves.
Are remote sales reps more productive?
Reps think so. 71% say they’re happier working from home, and 60% say home is where they feel most accomplished and sell more. They also work fewer hours: 50% of remote reps work 6 hours or fewer a day, while hybrid and office-based reps work 7 or more.
Ready to help your sales team win more?
Find out what’s holding your team back and how training can help.
Citing this research?
Please do. Attribute findings to Factor 8’s Virtual Sales Challenges research and link back to this page.
Example: According to Factor 8’s Virtual Sales Challenges research, 70% of sales professionals are experiencing three or more virtual sales challenges.