Every top salesperson will eventually quit. What’s even more painful is the best leave when they are on top, so if you’re not careful, you may not even see it coming. As the job market tightens, sales professionals have more and more lucrative and exciting job opportunities vying for their attention.
3 Keys to Keeping Your Top Sales Professionals Happy
It’s no secret sales turnover is expensive. Putting a number to the financial loss can make you feel queasy. But what’s even worse is finding a replacement for your top rep. It’s an exercise in frustration, disappointment, and frankly, it’s an excruciating process.
Although some turnover is obviously healthy, when you start losing the top 25% of your sales team, things can start to look bleak. Too often it starts when one top rep leaves, then before you know it; your top three performers are gone.
So what can you do to keep your best sales pros happy and productive?
Put an End to Unnecessary Sales Turnover
When you recruit a new sales candidate you talk about all the good things they’ll experience with your company. You talk about how the compensation plan is exceptional, the products are revolutionary, and the leadership is immune to failure. >>Read More<<
Sales Training and Professional Development Says, "We Care."
As the job market picks up steam in the technology sector and employees have more options, turnover becomes a heated topic. In today’s job market, employers need to continuously protect their hiring investments and work hard to improve retention rates. One way to increase retention rates is to implement training and development programs. Read More
Preparing for Year End Turnover
The end of the year is looming. While you’re busy making strategic plans, setting revenue targets, and carefully carving out territory changes for 2016, some of your key salespeople are getting ready to leave. It’s simply inescapable. Healthy turnover is ideally concentrated towards sales reps that’re under performing. But unfortunately, that isn’t always the case. Read More
Never Underestimate the Power of Getting off to a Good Start
John called me in the middle of the day. He’d just started a new role with a software start-up in San Jose, California. He sounded a little irritated, certainly not his usual upbeat self. As a sales recruiter who spends hours each day on the phone, I’m highly sensitive to slight voice inflections. I instantly knew something was wrong.
“I’m not sure this is the place for me,” he said. After a long pause, John went on to explain, “Yesterday two of the guys in my sales training class went to lunch and didn’t come back. The office manager Susan let on this wasn’t a first. Every time I step out of the office, my boss gets this tense look on his face.” Read More