At high-technology companies, the job experiences leaders create correlate to how well salespeople perform in their roles. Reps with positive experiences align more closely with corporate strategies, deliver stronger results and focus more on their customers. They’re also more likely to stay with the company. In fact, ZS research found that sales leaders who establish a positive environment for their reps achieve disproportionate success because their teams can thrive, satisfy their customers and achieve higher sales productivity—between 8% and 12% higher.


To better understand what motivates salespeople to thrive in their roles, we surveyed sales reps at leading tech companies. This infographic details our key findings, identifying the leading positive and negative experiences salespeople most frequently report. Companies that can build on foundational experiences to offer a differentiating experience will thrive with a sustained competitive advantage in their sector.