Sales leads in a sales contest pipeline do not move anywhere while the pipeline lies flat on a plateau. Once your inside sales reps lose inspiration and engagement, they lose the psychological drive to make the sluggish sales flow move. Not all sales activity matters, for there is no gain (revenues or profits) in movement on the level. Sales managers must address the need for motivation and engagement with sales contest that feature gamification and offer targeted compensation.
Sometimes they’re beaten flat.
Inside sales reps are often squeezed from two sides. A sales manager wants more out of them while the executive suite is cutting corners on personnel and incentivizing benefits. The more pressures push people down, the more disengaged and discouraged they become. Even the most loyal and experienced see no gain in exertion and effort.