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The Truth Behind     Why Your Best    Sales Reps Leave1
Your fiscal year came to an end.                    Your top rep walked into your                   office, collected his ...
Why did you lose your      top rep?
Here’s a secret…           It’s NOT all about the money    We regularly survey       sales forces.      The number one    ...
Want proof?              Download the     Sales Exit Interview Guide    Interview recently departed reps.    You’ll be sur...
Exit interviews fail to give  companies insight for       two reasons:1. They don’t happen2. They’re done in-    house6
Most companies let their    people walk out the door        on the last day.        Last Paycheck is           provided.  ...
You are losing an opportunity to improve your                      work force.      Exit interviews can teach you about:  ...
Why continue     treating symptoms        when you can    address root causes?9
in house                  Consider your options:• DIRECT MANAGER  – The #1 reason people leave is because of their manager...
Does your interview look            like this?11
Need a quick fix?No time or resources to implement exit interviews?Here are 3 easy things you    can do to improve   emplo...
#1 - Coaching     So many managers invest time in their lowest performers.                ‘C’ players don’t make the numbe...
CEO Tip… Spend a ½ day in the field  with your top reps twice        per quarter.  Give them coaching andfeedback on their...
#2 - Recognition
MAKE PERFORMANCE PUBLIC                                        Do you have a                                      scorecar...
Bonus Tip     This picture show a weekly ‘Bell           Ringing’ ceremony at              PeopleAnswers.       Every Frid...
#3 – Environment     Does your workplace look      and feel like a morgue?18
You’re a growing      company with      young, vibrant        employees19
Fortune released it’s 2013 list of 100 Best Companies to                             Work For.            Take a read thro...
Tip for the CEO: Create an Events Team       Make it their charter to create quarterly               events for the compan...
This picture is from an SBI client, Operative Media.      Twice/year, they have the Operative Olympics in                 ...
Exit interviews are a     highly underrated way to      diagnose issues in your            sales force.23
24
Need Help?           Download this     Sales Exit Interview Guide      to help get you started.         GOOD LUCK!25
Learn More Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare Sign up for our Sales Force Eff...
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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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  • @zacjohnson Thank you for sharing your observation. Great points! We consistently see the same trend across multiple industries. Unfortunately, companies aren't doing enough to ensure their best reps never find a reason to leave. Success for a sales rep (and marketers) is 50% talent and 50% the environment you put them in. Thanks again!
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  • The best sales reps and marketers will eventually find out that they can make more money working for themselves then working for others. This is something we have been seeing in the online marketing space. Affiliate marketers are moving away from being a middle man and starting their own companies and ad networks. Great slides!
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The Truth Behind Why Your Best Sales Reps Leave

  1. 1. The Truth Behind Why Your Best Sales Reps Leave1
  2. 2. Your fiscal year came to an end. 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.2
  3. 3. Why did you lose your top rep?
  4. 4. 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!4
  5. 5. Want proof? Download the Sales Exit Interview Guide Interview recently departed reps. You’ll be surprised what comes out ahead of sales compensation5
  6. 6. Exit interviews fail to give companies insight for two reasons:1. They don’t happen2. They’re done in- house6
  7. 7. Most companies let their people walk out the door on the last day. Last Paycheck is provided. Badge and PC turned in. SEE YA!!7
  8. 8. You are losing an opportunity to improve your work force. Exit interviews can teach you about: • Management concerns • Training needs • Lead generation challenges • Sales process issues • Competitive intelligence • Compensation problems8
  9. 9. Why continue treating symptoms when you can address root causes?9
  10. 10. in house Consider your options:• 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
  11. 11. Does your interview look like this?11
  12. 12. 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
  13. 13. #1 - Coaching So 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!13
  14. 14. CEO Tip… Spend a ½ day in the field with your top reps twice per quarter. Give them coaching andfeedback on their sales calls. Not sure how? Read this before heading into the field.14
  15. 15. #2 - Recognition
  16. 16. MAKE PERFORMANCE PUBLIC Do you have a scorecard showing the stack ranking of Being publicly recognized as your sales team? the ‘top rep’ is a huge point of pride for sales reps.16
  17. 17. 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.17
  18. 18. #3 – Environment Does your workplace look and feel like a morgue?18
  19. 19. You’re a growing company with young, vibrant employees19
  20. 20. 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”20
  21. 21. 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 team21
  22. 22. 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 event22
  23. 23. Exit interviews are a highly underrated way to diagnose issues in your sales force.23
  24. 24. 24
  25. 25. Need Help? Download this Sales Exit Interview Guide to help get you started. GOOD LUCK!25
  26. 26. Learn More Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here For access to this blog article, and many more; click here 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... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com26

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