How do you retain your highest performing sellers? What are you doing to limit turnover?
CSO in IT Services, 11 - 50 employees
I think there are multiple things to consider:1. What is the company turn over? No one will be willing to risk for a company that has a lot of turn over.
2. What are the goals of the company and how would I play a role?
3. What type of management and reporting is in place? Micro management?
4. What is the true potential achievable financial gain?
CEO in Software, Self-employed
Having been in sales, the one big issue which makes great salespeople reconsider are changes in territories or compensation plans which have inflated and unrealistic quotas. We address that in our company with a team based sales concept ("pods") and it has worked great. In a nutshell, the idea is not to cut territories as we expand but instead add people into the territory and compensate them all when any of them makes a sale. Our best sales people have been with us since a very time, there is little turnover. Another nice side effect is that those pods are more resilient and self manage well. The only downside is less directly measurable data about how individuals perform. That is a small issue, the managers know their people well and there are still enough data points.
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Community User in Software, 11 - 50 employees
organized a virtual escape room via https://www.puzzlebreak.us/ - even though his team lost it was a fun subtitue for just a "virtual happy hour"
CTO in Software, 201 - 500 employees
Without a doubt - Technical Debt! It's a ball and chain that creates an ever increasing drag on any organization, stifles innovation, and prevents transformation.
Thanks Dustin. I'm interested in your thoughts about providing independence. Do you let them select their own accounts/territories? How do you go about this?
Yes something like that. Nothing that violates the larger landscape of accounts but I will also funnel a few more inbound leads in their direction, when those are available. It's good for the business(concentration of leads on your best sales folks) but also helps them feel taken care of. Win win. It can also reinforce a culture where people want to perform because they see this.