The Truth Behind Why Your Best Sales Reps Leave
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1 The Truth Behind Why Your Best Sales Reps Leave
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21-Oct-2014 -
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Your best sales rep just quit. Why? Learn the real truth behind why your top people leave and what you can do to prevent it.
Transcript of The Truth Behind Why Your Best Sales Reps Leave
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The Truth Behind Why Your Best
Sales Reps Leave
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Your top rep walked into your office, collected his commission
check and resigned.
He contributed 20% of your new revenue number last year.
He made more money than your sales leader.
Yet, he left.
Your fiscal year came to an end.
Why did you lose your top rep?
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Here’s a secret…It’s NOT all about the money
We regularly survey sales forces.
The number one complaint is
LACK OF COACHING FROM THEIR BOSS!
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Want proof?
Download the Sales Exit Interview Guide
Interview recently departed reps.
You’ll be surprised what comes out ahead of sales compensation
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Exit interviews fail to give companies insight for
two reasons:1. They don’t happen2. They’re done in-
house
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Most companies let their people walk out the door on the last
day. Last Paycheck is
provided.
Badge and PC turned in.
SEE YA!!
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You are losing an opportunity to improve your work force.
• Management concerns• Training needs• Lead generation challenges• Sales process issues• Competitive intelligence• Compensation problems
Exit interviews can teach you about:
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Why continue treating symptoms
when you can address root causes?
It’s also difficult to extract meaningful information if exit interviews are done in house
• DIRECT MANAGER– The #1 reason people leave is because of their managers. Good luck
getting valuable insight if he’s doing it.
• INDIRECT MANAGER– A peer of the direct boss is giving the interview. Might as well have
your manager in the room.
• HR – Reps do everything possible to steer clear of HR. Suddenly they’re
going to open their hearts to them?? NOT A CHANCE
Consider your options:
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We’ve reviewed hundreds of exit interviews conducted by
companies.
Conclusion…
Lots of fluff.
Does your interview look like this?
Need a quick fix?No time or resources to implement exit interviews?
Here are 3 easy things you can do to improve
employee retention immediately
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#1 - CoachingSo many managers invest time in their lowest performers.
‘C’ players don’t make the number.
Instead of wasting valuable time at the bottom, OVER SERVE THE TOP.
The best athletes in the world have coaches: Tiger Woods, Kobe
Bryant, Serena Williams.
Why??
THE BEST WANT COACHING!
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CEO Tip…Spend a ½ day in the field with your top reps twice
per quarter.
Give them coaching and feedback on their sales calls.
Not sure how?
Read this before heading into the field.
#2 - Recognition
PEOPLE NEED THE LOVE.
Its about acknowledging and appreciating their
efforts
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MAKE PERFORMANCE PUBLIC
Do you have a scorecard showing the stack ranking of
your sales team?Being publicly recognized as the ‘top rep’ is a huge point
of pride for sales reps.
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Bonus Tip
This picture show a weekly ‘Bell Ringing’ ceremony at
PeopleAnswers.
Every Friday, new deals get recognized in front of the entire company. The rep rings the bell and talks about how he won the
big deal.
Easy and Effective.
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#3 – Environment
Does your workplace look and feel like a morgue?
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You’re a growing company with young, vibrant
employees
STEP IT UP!!
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Fortune released it’s 2013 list of 100 Best Companies to Work For.
Take a read through some of the aspects of the Top 10:
“Sports contest”
“Creative anarchy”
“Talent shows”
“Red Zone report”
“Gift Cards”
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Tip for the CEO: Create an Events Team
Make it their charter to create quarterly events for the company
Include a few top reps on
the team
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This picture is from an SBI client, Operative Media. Twice/year, they have the Operative Olympics in
Central Park
Team uniforms mandatory.
½ day of sports, mental challenges and laughs.
The day ends at the local watering hole for beers and great stories.
The ROI with the team is 100X the cost of the
event
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Exit interviews are a highly underrated way to
diagnose issues in your sales force.
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If you aren’t doing them, you’re missing an
opportunity to keep your best people happy
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Need Help?
Download this Sales Exit Interview Guide
to help get you started.
GOOD LUCK!
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Learn More
If you don’t have a content management process or need help optimizing your current one, Contact us to hear the rest of the story...
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