Why Some of Your Salespeople Are Dragging — and How to Fix It

Sellers experiencing drag are plagued by workday boredom and distraction. They procrastinate. They “go through the motions” to satisfy activity-tracking requirements. Meanwhile, progress on true priorities languishes. Essentially, drag is demotivation away from work. But it’s more than just an unpleasant experience: Drag is statistically associated with lower quota attainment and higher levels of active job searching. The authors’ research suggests that leaders who properly diagnose and address drag will see greater improvements in seller retention and commercial performance.