SalesFuel today released its 2025 Voice of the Sales Rep™ study, revealing a changing sales workforce where increasing stress, uneven AI adoption, and manager-related dissatisfaction are reshaping performance and retention outcomes. The survey of more than 800 U.S. B2B sellers finds that while sales professionals are incorporating AI into their daily workflow, companies have not yet aligned the technology with training and strategy — leaving many uncertain about how to use AI to improve results.
WESTERVILLE, Ohio, Nov. 17, 2025 /PRNewswire-PRWeb/ -- SalesFuel today released its 2025 Voice of the Sales Rep™ study, revealing a changing sales workforce where increasing stress, uneven AI adoption, and manager-related dissatisfaction are reshaping performance and retention outcomes.
The survey of more than 800 U.S. B2B sellers finds that while sales professionals are incorporating AI into their daily workflow, companies have not yet aligned the technology with training and strategy — leaving many uncertain about how to use AI to improve results. At the same time, reps are struggling to stay motivated and remain loyal to their organizations.
Leadership + Retention Pressure Intensifies
- 41% of top-performing reps say they've been approached about a new job multiple times this year
- A 15% OTE bump could pull many away
- 52% of millennials and 41% of boomers have already left a job due to dissatisfaction with a manager
Poor leadership is now a strong predictor of churn — particularly among younger talent.
"As AI continues to reshape B2B selling, the competitive advantage in 2025 won't come from technology alone — it will come from credible leadership," said C. Lee Smith, CEO and Founder of SalesFuel. "When reps lack clarity and support, productivity and retention both suffer. Sales organizations must coach their people as intentionally as they deploy new tools."
AI Adoption Still Lacks Clarity
- Only 4 in 10 reps clearly understand how AI helps their performance
- Just 1 in 6 believe their company has defined AI goals
- Millennials are twice as likely as boomers to want more AI tools or stronger AI subscriptions (10% vs. 5%)
Without defined usage and policy education, buyer concerns about data transparency also increase — threatening trust before the sale even begins.
Strains on Motivation and Performance
- Nearly 40% experienced job stress in the past year
- 70% struggle with work-life balance
- Only 29% consistently hit quota
- 31% say staying motivated is increasingly difficult
Salespeople also cite resourcing limitations that reduce competitiveness:
What Reps Say Their Team Needs to Be More Successful Boomers Millennials
Better ability to compete with online providers 17% 26%
More up-to-date tech tools (phones/tablets/computers) 16% 24%
More salespeople 25% 19%
Generational differences reveal a shift toward expectations of better digital enablement and competitive positioning — especially from millennial sellers.
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The 2025 Voice of the Sales Rep™ study was conducted in partnership with Sales & Marketing Management Magazine in July 2025. For custom data segmentations, contact [email protected].
Full study access: https://salesfuel.com/audiencescan/soms/
SalesFuel is also available to conduct customized research projects tailored to individual media companies and markets.
Study Methodology
SalesFuel conducted our 4th Voice of the Sales Rep study in July 2025. The sample consisted of self-reported sales professionals who worked at companies with five or more sales professionals in the United States. 830 individuals completed the 15-minute survey. These individuals identified themselves as working in jobs with the following roles: Full-cycle sales (prospecting, closing, account management), business development (BDR/new business hunter), sales development rep (SDR), or account manager (selling only to existing customers)
To avoid over-representation from any single industry, we capped participation at 26% for the retail/consumer goods industry. Contact us if you have additional questions about the study's methodology.
About SalesFuel®
Founded in 1989, SalesFuel® has a proven track record of offering a SaaS-based portfolio of sales tools, training and intelligence providing thousands of sales and media sales teams nationwide with the power to Sell Smarter®. Our portfolio of sales solutions includes AdMall®, providing tactical business intelligence for local marketing and media sales. AdMall is utilized by more than 15,000 media sales and marketing professionals. Other SalesFuel solutions include our SalesCred® app, a solution designed to help salespeople build sales credibility and our AI in Sales training program with in-person or virtual workshops for responsibly using AI in sales, building credibility and executive influence. SalesFuel also offers TeamTrait™, a hiring, retention and team optimization solution. TeamTrait is the best alternative pre-hire assessment and aptitude testing platform for building high-performing teams. An advanced pre-employment assessment tool, TeamTrait's proprietary Four Fits Simulator™ and Customized Job Creation capabilities will give your company a huge advantage.
Media Contact
Audrey Strong, SalesFuel, 1 6143183771, [email protected], https://salesfuel.com/
SOURCE SalesFuel
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