• Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success—but you can’t rely on those inputs to tell you if they are personally satisfied (Figure A). In fact, in a recent survey conducted by Accenture 46% of the 9,000 respondents worldwide said they are pessimistic about the future of work, and many have already quit their jobs.

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