Strategic Accounts shows motivation drop

Strategic Accounts

61pts-16.4%vs. prior period

Capability

88pts

Deal Velocity

-8%

Motivation

61pts

Capability

88pts

Deal Velocity

-8%

Motivation

Insight

Strategic Accounts reps report feeling that quota increases were not accompanied by proportional territory or support improvements. Top performers are showing early disengagement signals.

Why This Matters

This team generates 34% of total revenue
Two top performers have updated LinkedIn profiles recently
Historical pattern shows motivation drops precede attrition by 60-90 days

Key Drivers

Quota attainability perception

-28 pts

Recognition frequency

-14 pts

Career path clarity

-10 pts

Evidence

Quota up 22% YoY, territory expanded only 8%
Recognition cadence dropped from weekly to monthly in Q2

Safety Status

Passed Min-N

Aggregated team-level signal
Min-N threshold: 7 (12 responses)

Recommended Action

Schedule 1:1s with each Strategic Accounts rep; review quota model with regional VP; reinstate weekly recognition cadence.

Create Action Plan

Uses aggregated protected feedback only

Export BriefComing in briefing-pack

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