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Decrease Sales Staff Turnover and All the Costs that Come With It!

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Do you find yourself frustrated by rate that sales people come and go in your organization? Believe it or not, there small changes that you can make to minimize this and all of the costs that come with it. Join us on January 7, 2014 at 1PM CST for a webinar where Michael Halper, Founder and CEO of SalesScripter, will outline small steps that you can implement immediately that will lead to improved sales performance, happier sales resources, shorter new hire ramp up time, decreased recruiting and training costs, and more.

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Decrease Sales Staff Turnover and All the Costs that Come With It!

  1. 1. How to Decrease Sales Staff Turnover and All the Costs that Come with It! Michael Halper Founder and CEO SalesScripter
  2. 2. • 20 years frontline sales, marketing, and customer service experience • Founder and CEO of Launch Pad Solutions and SalesScripter • Author of The Cold Calling Equation – PROBLEM SOLVED • President of the American Association of Inside Sales Professionals Houston Chapter • ICF Certified Professional Coach • MBA University of Houston, Masters of Science University of Texas at Dallas
  3. 3. The Cost of Turnover • Recruiting expenses / fees • Training expenses • Deals that are lost • Accounts that are taken with the rep • Valuable knowledge that walks out the door • Valuable time spent and lost Most of these do not show up in any financial reports
  4. 4. What Causes Turnover Voluntary Turnover Not making enough money Don’t have the career growth Not happy Not developing and improving Not getting recognition Don’t like manager Chose the wrong job Don’t know what to do
  5. 5. What Causes Turnover Involuntary Turnover Not performing well Not developing and improving Hard to work with Hired the wrong person Not doing the right things
  6. 6. What Causes Turnover Involuntary Turnover Not performing well Not developing and improving Hard to work with Hired the wrong person Not doing the right things Voluntary Turnover Not making enough money Don’t have the career growth Not happy Not developing and improving Not getting recognition Don’t like manager Chose the wrong job Don’t know what to do Focus on mitigating the root causes to minimize the symptom (Turnover)
  7. 7. Recruiting / Interviewing Areas to Focus On • Ask the right questions when interviewing • Identify characteristics and qualities of the person that would be successful • Use their past to get clues about their future • Identify what they want and make sure it matches with what you have to offer Turnover Causes Mitigated Chose the wrong job Hired the wrong person
  8. 8. Sales Training Areas to Focus On • Have a structured onboarding process with sales training • Teach new sales hires what to say and ask • Provide scripts • Role-playing • Provide training on an ongoing basis • Reinforce sales training Turnover Causes Mitigated Not happy Not making enough money Not performing well Don’t know what to do Not doing the right things Chose the wrong job Hired the wrong person Not developing and improving
  9. 9. Sales Coaching Areas to Focus On • Provide ongoing one-on-one sales coaching • Informal sales coaching • Formal sales coaching • Identify challenges and opportunities • Action planning, progress tracking • Role-play Turnover Causes Mitigated Not happy Not making enough money Not performing well Don’t know what to do Not doing the right things Chose the wrong job Hired the wrong person Not developing and improving
  10. 10. Sales Tools Areas to Focus On • CRM • Email marketing • Sales scripts • Automation tools • Prospect lists Turnover Causes Mitigated Not making enough money Not performing well Don’t know what to do Not doing the right things Hired the wrong person
  11. 11. Sales Scripts Areas to Focus On • Cold call scripts • Pre-qualifying questions • Objection responses • Email templates • Voicemail script Turnover Causes Mitigated Not happy Not making enough money Not performing well Don’t know what to do Not doing the right things Chose the wrong job Hired the wrong person Not developing and improving
  12. 12. Marketing Support Areas to Focus On • Search Engine Optimization • Internet Marketing • Pay-per-click advertising • Email marketing • Outbound lead generation • Website • Event participation • PR Turnover Causes Mitigated Not happy Not making enough money Not performing well Don’t know what to do Chose the wrong job Hired the wrong person
  13. 13. Day-to-Day Management Areas to Focus On • Clarity / Direction • Accountability • Autonomy • Empowerment • Consistency • Fairness • Servant leadership • Encouragement • Reward / Recognition • Enforce / Constructive criticism • Action planning • Progress tracking • Open channel for communication • Teach / Develop Turnover Causes Mitigated Not happy Not making enough money Not performing well Don’t know what to do Not doing the right things Chose the wrong job Hired the wrong person Not developing and improving Not getting recognition Don’t like manager Hard to work with
  14. 14. Territory Design Areas to Focus On • Have defined territory lines • Have a tight focus or areas of concentration • Clarity around target and ideal prospect • Be fair and consistent with territory lines Turnover Causes Mitigated Not happy Not performing well Don’t know what to do Not doing the right things Don’t like manager
  15. 15. Compensation Areas to Focus On • Align compensation with desired outcomes • Align compensation with what the sales person can control and impact • Breakdown targets and objectives • Make targets realistic and achievable Turnover Causes Mitigated Not happy Not making enough money Not performing well Don’t know what to do Not doing the right things Chose the wrong job Not getting recognition
  16. 16. Professional and Personal Development Areas to Focus On • Be aware and sensitive to our natural need to grow • Have a visible paths for professional development • Design organization so resources feel that they are growing and progressing • Communicate progress and areas where improvement is needed • Support personal development Turnover Causes Mitigated Not happy Chose the wrong job Not developing and improving Not getting recognition Don’t like manager
  17. 17. Culture Areas to Focus On • Fun environment • Work hard / Play hard • Reward for hard work • Consistent • Fair • Honest / Integrity • Opportunity for growth • Challenging Turnover Causes Mitigated Not happy Not making enough money Not performing well Chose the wrong job Not developing and improving Not getting recognition Don’t like manager Hard to work with
  18. 18. Key Takeaways • Spend more time and attention on picking the right people • Include training on what to say and ask • Provide coaching, sales tools, and marketing support • Focus on the little changes with day-to-day management, territories, and compensation • Build an environment that fosters growth and recognizes performance and results
  19. 19. If You Want More Help • Books / Ebooks – The Cold Calling Equation – Problem Solved – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • Videos – Dozens of how to videos and slide decks • 10 week web-based training program • One-on-one sales coaching and consulting • SalesScripter – www.salesscripter.com – Walk-through services available
  20. 20. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter
  21. 21. www.salesscripter.com | info@salesscripter.com | 713-802-2026

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