It’s no secret that hiring the best salespeople will help you win more clients, attract better reps, and win better clients. Several related studies by Salesforce and Gallup emphasize the strong correlation between employee satisfaction, engagement, and company performance.
If you’re going to build a world-class sales team, it’s important to know what salespeople love and hate about SaaS companies.
Salespeople do love to make money.
If you hire salespeople who are not money-motivated, you’ll find out that your team acts a lot like customer support. Sellers sell – and they enjoy doing it. And they will put in the effort required to help you win new customers.
And for that effort, they enjoy being highly compensated. According to the LinkedIn Global Talent Trends report, 89% of sales professionals consider compensation packages critical when choosing an employer. This highlights the importance of offering competitive salaries to attract and retain top sales talent.
High Quota Attainment is attractive. Companies like Orum and Monday.com are praised for their high quota attainment rates, which indicate achievable targets and realistic sales goals.
This leads to higher satisfaction and motivation among sales reps. Some companies like IBM don’t buy into this theory. Many of their reps never hit quota. From my perspective, reps seem happier when they are able to hit their goals. Does this mean more money for the company? Guess that depends on your compensation plan.
Competitive Salaries help reps pick your opportunity. Competitive compensation packages are crucial. Companies that offer attractive base salaries and on-target earnings make them desirable places to work.
Professional Development attracts learners. Opportunities for growth and learning are highly valued. SaaS companies that score high in professional development and training have higher rep retention rates.
According to a Better Buys survey, 92% of employees believe that having access to professional development opportunities is important or very important. This highlights a strong preference among employees for workplaces that invest in their growth and learning.
A Strong Sales Culture is key, and a positive company culture is essential. A cyber company, Rubrik, for example, is noted on anonymous rep review sites for its supportive management and strong organizational culture, which contribute to employee satisfaction.
According to Glassdoor’s Mission & Culture Survey, over 77% of adults across the United States, UK, France, and Germany would consider a company’s culture before applying for a job. Furthermore, 79% would consider a company’s mission and purpose before applying (SHRM).
When it comes to what sales professionals hate, unrealistic quotas top the charts!
Companies with unattainable quotas see high turnover. Employees express frustration when targets are set unrealistically high, leading to burnout and dissatisfaction.
According to a study published in the International Journal of Learning and Development, there is a significant negative relationship between job satisfaction and turnover intention.
This implies that when employees are dissatisfied due to unrealistic quotas, their likelihood of leaving the organization increases (Macrothink Institute).
Lack of Support is a sales repellant. Insufficient support from management and inadequate resources can demotivate sales teams.
Organizations need to ensure that their sales reps have the tools and support needed to succeed. According to a study by Gallup, employees who feel supported by their managers are 67% more engaged and likely to stay with their company longer.
Lack of managerial support can lead to disengagement and reduced productivity (UMass Global).
Unhappy Reps, Unhappy Results– the leadership connection is real. Leadership quality heavily influences job satisfaction. Companies with ineffective or out-of-touch leadership see higher levels of dissatisfaction among sales professionals.
Inconsistent Policies lead to uninspired reps. Frequent changes in compensation structures or sales territories without clear communication can lead to mistrust and frustration among sales teams.
A study from the Journal of Business Research emphasized the importance of trust in leadership for maintaining employee morale. Inconsistent policies erode this trust, making employees feel undervalued and insecure about their job stability.
This negative sentiment directly impacts their motivation and commitment to the organization.
Consider strengthening the following areas to bolster sales recruiting, hiring, engagement, and retention.
#1 – Focus on Achievable Goals
Set realistic sales targets to maintain motivation and reduce turnover. High quota attainment correlates with satisfied and productive sales teams.
#2 – Invest in Compensation and Development
Offer competitive salaries and invest in continuous professional development to attract and retain top talent. Ensure that your compensation packages are in line with or exceed industry standards.
# 3 – Cultivate a Positive Culture
Foster a supportive and inclusive company culture. Strong leadership and a positive work environment are key to employee satisfaction and retention. Implementing programs to recognize and reward top performers can significantly boost morale.
Glassdoor notes that companies with strong recognition programs see higher employee engagement and retention. Offering incentive programs like competitive bonuses, awards, and other incentives for achieving targets can motivate sales teams to perform at their best.
#4 – Maintain Consistency and Transparency
Ensure consistency in policies and clear communication about any changes. Transparency in decision-making processes builds trust and loyalty among employees.
By understanding what sales professionals value and dislike, CEOs can make strategic decisions to enhance their sales teams’ satisfaction, performance, and loyalty, ultimately driving better business outcomes.
Referenced Resources
https://www.salesforce.com/blog/methods-for-driving-sales/
https://haiilo.com/blog/employee-engagement-8-statistics-you-need-to-know/
https://news.linkedin.com/2019/January/linkedin-releases-2019-global-talent-trends-report
