the truth behind why your best sales reps leave

Download The Truth Behind Why Your Best Sales Reps Leave

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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.

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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.

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Why did you lose your top rep?

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Heres a secret

Its 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.

Youll be surprised what comes out ahead of sales compensation

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Exit interviews fail to give companies insight for two reasons:They dont happenTheyre 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 concernsTraining needsLead generation challengesSales process issuesCompetitive intelligenceCompensation problems

Exit interviews can teach you about:

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Why continue treating symptoms when you can address root causes?

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Its also difficult to extract meaningful information if exit interviews are done in house

DIRECT MANAGERThe #1 reason people leave is because of their managers. Good luck getting valuable insight if hes doing it. INDIRECT MANAGERA 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 theyre going to open their hearts to them?? NOT A CHANCE

Consider your options:

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Weve reviewed hundreds of exit interviews conducted by companies.

Conclusion

Lots of fluff.

Does your interview look like this?

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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 - Coaching

So many managers invest time in their lowest performers.

C players dont 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 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.

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#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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Youre a growing company with young, vibrant employees

STEP IT UP!!

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Fortune released its 2013 list of 100 Best Companies to Work For.

Take a read through some of the aspects of the Top 10:Sports contestCreative anarchyTalent showsRed Zone reportGift 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.

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 arent doing them, youre 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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Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.

Email - info@salesbenchmarkindex.com

Phone - 1-888-556-7338

Web: http://www.salesbenchmarkindex.com

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Learn More

If you dont have a content management process or need help optimizing your current one, Contact us to hear the rest of the story...Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

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Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.

Email - info@salesbenchmarkindex.com

Phone - 1-888-556-7338

Web: http://www.salesbenchmarkindex.com

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