“To get deals over the line in todayโ€™s high-pressure sales environment, sellers must undertake new, challenging activities outside their comfort zones. The ongoing need for agility is taking its toll: In a recent Gartner survey of more than 900 B2B sellers, 89% report feeling burned out and 54% report actively job seeking.”

“nearly six in 10 sellers describe the leadership of their sales organization as not understanding what โ€œreallyโ€ motivates sellers.”

“Sellers experiencing drag are plagued by workday boredom and distraction. They procrastinate. They โ€œgo through the motionsโ€ to satisfy activity-tracking requirements. Meanwhile, progress on true priorities languishes.”

and and and … you can read it all on HBR

.. meanwhile the word ‘buy’ appears once in the entire article … and even then … well see for yourself

“Maximize seller buy-in by being transparent.”

That is the only reference to ‘buying’ is the need for the sales person to have buy in to what leadership is up to.

‘Customer’ is mentioned 7 times …

I am at a loss to understand how to improve the sales process without really talking about the buying process and customers … I know crazy talk right?


Then again, the article was written by a bunch of Gartner analysts.