article thumbnail

You Can't Lose Customers or Salespeople - 2 Secrets to Their Retention

Understanding the Sales Force

I also found a similar pattern as I did when I searched for "top sales blogs" last month as part of my research for the article, The Top 12 Sales Blogs of 2022 That Make You Think and Sell More. There were lots of articles that had the top 5, 7, 10, 12, and 15 reasons why salespeople leave or quit their jobs.

Retention 193
article thumbnail

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? I offer the following three ways to improve the health of your customer retention scorecard. When you take ownership of not only acquiring, but retaining customers, you develop your own customer retention scorecard. Crush quotas and the competition. Every now and then?

Retention 154
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Improve retention by breaking the sophomore/junior-year curse

Sales and Marketing Management

and its link to retention and revenue?—?77 Unrealistic and unfair quotas – At the start of a new fiscal year, it’s common for companies to assign the same full-run-rate quota to newer and tenured reps alike. to set realistic quotas for junior reps. This can set up newer reps for failure and job frustration.

Retention 162
article thumbnail

How to Focus on Customer Retention to Acquire New Accounts

Alice Heiman

So why not focus on customer retention? . Research shows that “I t is 16 times as expensive to build a long-term relationship with a new customer versus simply cultivating the loyalty of an existing customer. ” . We all want to not just hit our quota, but exceed our quota, right? Send thank-you notes.

Retention 143
article thumbnail

Culture vs. Quota: How the ‘Great Resignation’ is Changing Sales

Zoominfo

Employees are Opting Out of Toxic Workplace Cultures Researchers analyzed more than 170 data points on corporate culture among MIT Sloan’s list of Culture 500 companies to evaluate how company culture impacted employee attrition. The greatest indicator of employees’ likelihood of quitting their jobs was toxic workplace culture.

Quota 100
article thumbnail

Does Quota Matter?

Partners in Excellence

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. That becomes a goal, which is sometimes called a “quota.”

Quota 94
article thumbnail

3 Reasons Why Sales Coaching Should Be Your Top Priority

Sales and Marketing Management

Sales coaching is defined as a process designed so every rep is supported and equipped to effectively reach their personal and team quota and goals. This type of platform can show how a rep is lining up with their quota, how they are performing in relation to others on the team, and more. Improve Employee Retention.