What is Seller Drag and How Can Sales Leaders Reduce it's Impact?

As sales leaders, we know that the sales environment is fast-paced, highly competitive, and full of targets, which is why we are passionate about the job. To succeed in this environment, successful sales professionals must be resilient, persistent, self-motivated, and adaptable. However, there’s a phenomenon that can derail a sales team's hard work—seller drag. With some industry giants reporting that 89% of B2B sellers feel burnt out, this issue needs to be addressed.

Tackling Seller Drag is Vital for Business Success 

This comprehensive guide highlights the issue of ‘seller drag’ in sales teams, outlining its negative impact on performance and offering practical strategies for sales leaders to address underlying issues, identify warning signs, and develop supportive environments. This guide’s ultimate goal is to improve your team's performance, reduce the impact of seller drag, and drive business success. 

We Hear Your Challenges!

‘Our biggest challenge is maintaining consistent performance while battling declining motivation and productivity’

‘We need to recognise and address early warning signs to keep our sales momentum going’ 

‘We must reduce the costs of employee turnover by proactively preventing burnout and loss of motivation’ 

‘We need advice on effective strategies that reverse seller drag and show them the rewards of a long-term career with our business’ 

Key Questions Answered in this Guide  

What are the Underlying Factors Behind Seller Drag?

Discover the root causes of seller drag, a prevalent issue affecting sales teams. Garnter’s survey found high numbers of sales professionals experiencing burnout and contemplating a job change, highlighting the scale of the issue. Explore the challenging market conditions, increased customer rejection, lack of clear sales goals and quotes, and ineffective coaching and development programmes contributing to this phenomenon. 

What are the Early Warning Signs of Seller Drag?

Our guide enables you to identify the telltale signs of seller drag, including missed deadlines, declining engagement, negative attitudes, and rising absenteeism, which can signal underlying issues impacting sales performance. Recognising performance changes like lower conversion rates, declining sales pipeline health, and increased customer churn provides early signs to address challenges before they escalate. 

What Strategies can I Implement to Reduce Sellers Drag? 

Enhance your sales team’s effectiveness with practical strategies to tackle seller drag. From developing a supportive and collaborative environment through mentorship and recognition to prioritising open communication and feedback, we offer actionable tips to boost morale and performance. Get ready to empower your sales team to achieve sustainable success. 

Want to Speak to Our Expert Team about Seller Drag? 

We hope our comprehensive guide has given you excellent insights into seller drag, effective strategies for counteracting it, and ways to ensure your team is driven to elevate its performance. However, if you would like future advice on seller drag, we have been dedicated to providing support, consultation, and training for businesses for over 25 years.

Contact the team today if you would like to learn more about how we can support you.