B2B sales reps will spend $2,000 on golf this year
B2B sales reps will spend $2,000 on golf this year, but won’t spend $300 to get better at selling. That gap shows up in quota outcomes.
Average quota attainment across closing roles is 43%.
And when employer funding disappears, 72% of sales pros abandon their own development plans.
But they still find the money for golf.
Green fees. Range sessions.
Club fittings. A new driver.
Another purchase for a handicap that has not moved in three years. That pattern shows up in their career too.
A lot of reps will not pay for coaching. They won’t invest in training. They won’t buy tools that help them prepare for real deals.
That tells you everything. The hobby gets ownership.
The career gets hope.
Hope the company will train them. Hope enablement will fix it. Hope next quarter will be different.
It will not.
The reps getting ahead have stopped waiting. They treat skill like something they own.
Because they do.
Your company can change your territory. Your manager can change your quota. Your comp plan can change overnight.
But the skill you build stays with you.
That is the gap most reps avoid. They will spend money to enjoy the weekend.
But hesitate to invest in the career that funds it. The difference is not information.
It is what you choose to act on. How confident are you in the ICP research behind your next sales call?
That’s exactly what we built inside Buyer Intel Accelerator. Early access is open.
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