A seller is more effective when appreciated, finds new report

One of television’s finest moments happens in Season 4, Episode 7 of Mad Men when a disgruntled Peggy Olson chides her boss Don Draper for not appreciating her contributions—to which he replies: “That’s what the money’s for!” The latest State of Recognition report from Achievers Workforce Institute, a research and insights firm, suggests that scene has relevance beyond the realm of fiction.

According to a May 2025 survey of 3,600 employees across the US, UK, Canada, Australia, and Singapore:

• 91% say they would put in more effort if they felt valued
• 53% say they are recognized “only a few times a year or less”
• 23% say they feel “meaningfully recognized at work”

The report also outlines an employment landscape defined by volatility as 60% of employees surveyed say they are actively job hunting or “open to offers.” Moreover, employees who are regularly recognized by their manager are 19x more likely to trust their manager and 3x more likely to feel more engaged.

Recognition leads to revenue: Pertaining more closely to the rev org, according to a 2024 report by research firm Pipedrive, 61% of salespeople said they felt under-appreciated, and only half 45% said that their colleagues, and just 33%, said that their managers were among those who supported them the most in their professional lives. That report also found that sellers that feel supported by their team are 26% more likely to hit their sales targets, suggesting that a little thanks can be vital in driving extra revenue.

Bob Memmer is the CRO of Achievers, and he spoke to how these trends can materialize in a revenue organization or sales environment. He said that the desire to be compensated and appreciated is a more recent phenomenon that companies are dealing with.

“[The] worker that is coming into the workforce, or recently came into the workforce…they don't think of compensation as just salary and incentive packages,” Memmer said. “They think of it as things that include recognition programs and overall packages, and wellness.”

Because of this, Memmer says he has observed a trend where HR is moving closer to the rev org than ever before. Moreover, revenue teams are often being asked to try new tools and Memmer said that increased recognition can drive playbook and new tool adoption—which ultimately drives revenue.

“But that’s tactical execution of a thing or a sales process, and salesforce going from one stage to another. Those are all meaningful things around recognition,” Memmer told Revenue Brew.