Career growth is one of the biggest factors in whether someone stays, leaves, or fully commits to a role – especially in B2B sales. But how often are those conversations actually happening?
We asked over 300 B2B sales candidates: “How often do you expect to have a proper career development chat with your employer?” Here’s what they told us:
- 68% said every 6 months
- 23% said annually
- 5% said monthly
- 4% said only when I bring it up
What this tells us
Most B2B sales professionals expect some kind of structured career conversation every 6 months – not just during annual reviews, and definitely not only when they initiate it themselves.
This isn’t about micromanagement – it’s about clarity. People want to know:
- Where they stand
- What their path looks like
- How their work today connects to where they want to be next
The risk of going quiet
When career development isn’t discussed regularly, here’s what can happen:
- Unrealistic expectations (on both sides)
- Frustration from lack of recognition or progress
- Increased risk of losing talent to more proactive employers
Even high performers can feel disconnected when growth conversations only happen once a year – or worse, only when they bring it up.
What employers can do
If you’re managing a sales team, here’s how to align with what candidates expect:
- Schedule biannual development check-ins – they don’t have to be formal reviews, just real conversations.
- Discuss more than just performance — talk career goals, skills they want to build, and what’s next.
- Encourage open dialogue – don’t wait for someone to ask about progression. Bring it to the table first.
In a market where skilled sales professionals are in demand, regular career development conversations aren’t a nice-to-have – they’re a retention strategy.
Want to attract and retain the best B2B sales talent? Start by showing you’re invested in more than just their targets.
Looking for help building a high-performing sales team that grows with your business? We’re here to help. Get in touch for more insights and support.