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Sales Retention & Sample Scorecards

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Sales Insights @ fourquadrant.com/go-to-market-charts-sales/

Today, the average sales organization loses about 17% of its sales force due to turnover. When promotions, internal moves and organizational growth are factored in, CSOs must be prepared to replace about 28% of sales full-time equivalents (FTEs) every year.

While sales rep compensation is a common tool, it is not the only effective or even the most cost-efficient way to address talent shortages.

Over 60% in Gartner's annual Global Labor Market Survey did not choose compensation as one of the top five reasons why they left their former employers. In other words, most sellers don’t even consider
compensation among their top reasons to leave an organization. However, compensation does dominate their decision about which employer to join.

VIEW THIS DECK TO GAIN INSIGHTS ABOUT

- An Example of a Profile for An Account Manager
- Top Reasons Why Sales People Quit
- An Example of a Profile for An Account Manager
- Example of a Sales Scorecard
- What Executives Spend Their Time On
- Example of a Sales Strategy on One Page


Too Many Priorities
When sales reps have too many priorities, their focus and attention are diluted, causing higher priorities to suffer. Also, sales reps might choose where to spend their time based on what they perceive as enjoyable or profitable.

This results in inconsistent execution and subpar results. In fact, 77% of CSOs strongly agree that
increasing seller scope is an obstacle to meeting commitments.

Challenges to Performing Against Responsibilities
A sales rep may get bogged down with challenges to performing against responsibilities. While this can overlap with the problem of having too many priorities, it is more specifically related to tasks or demands that are time-consuming or frustrating to complete.

According to the 2015 Gartner Sales Complexity Assessment, two-thirds of surveyed sales
professionals said they are somewhat to extremely frustrated by the demands of their job.

Strategies for retaining sales talent provides sales insights about the most cost-effective strategies for retaining top sales people and why compensation might not be the best answer to retention challenges.

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ADDITIONAL GO TO MARKET RESOURCES FROM FOUR QUADRANT

Sales Insights @ fourquadrant.com/go-to-market-charts-sales/

QBR Planning Template @ fourquadrant.com/go-to-market-planning-templates/qbr-presentation-template/

Go to Market Resources @ fourquadrant.com

Strategic Account Plan Template @ fourquadrant.com/go-to-market-planning-templates/strategic-account-plan-template/

Free Downloads @ fourquadrant.com/free-marketing-templates/

Sales Quick Reference Card @ fourquadrant.com/go-to-market-planning-templates/sales-marketing-quick-reference-card/

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Sales Retention & Sample Scorecards

  1. 1. Go to market resources @ fourquadrant.com Sales Retention & Sample Scorecards
  2. 2. Sales Retention & Sample Scorecards Projected Average Annual Change in Sales Force Size Go to market resources available @ www.fourquadrant.comSource: Gartner
  3. 3. Sales Retention & Sample Scorecards Top Reasons Why Sales People Quit Go to market resources available @ www.fourquadrant.comSource: Gartner
  4. 4. Sales Retention & Sample Scorecards An Example of a Profile for An Account Manager Go to market resources available @ www.fourquadrant.comSource: Gartner
  5. 5. Sales Retention & Sample Scorecards Example of a Sales Scorecard Go to market resources available @ www.fourquadrant.comSource: Gartner
  6. 6. Sales Retention & Sample Scorecards What Executives Spend Their Time On Go to market resources available @ www.fourquadrant.comSource: Gartner
  7. 7. Sales Retention & Sample Scorecards Example of a Sales Strategy on One Page Go to market resources available @ www.fourquadrant.comSource: Gartner
  8. 8. Sales Insights @ fourquadrant.com/go-to-market-charts-sales/ QBR Planning Template @ fourquadrant.com/go-to-market-planning-templates/qbr-presentation- template/ Go to Market Resources @ fourquadrant.com Strategic Account Plan Template @ fourquadrant.com/go-to-market- planning-templates/strategic-account-plan-template/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Sales Quick Reference Card @ fourquadrant.com/go-to-market-planning- templates/sales-marketing-quick-reference-card/ Go to Market Resources From Four Quadrant for Sales & Marketing Go to market resources available @ www.fourquadrant.com

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