Sales People/Manager Churn Is Unacceptable!

Partners in Excellence

Over the past several weeks, I’ve been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on sales talent. The data on churn (voluntary and involuntary) is horrible! Depending on the market data, tenure for managers and sales people is anywhere between 15 and 22 months. We are completely turning our organizations–management and sales people roughly every 3 years!

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#SalesChats: How to Reduce Sales Churn, with Jane Gentry


Reduce Sales Churn by Having a Great Hiring Process. For every company, sales churn is a nightmare. Sales churn can be reduced by having a great hiring process. Jane Gentry leverages 25 years of experience with Fortune 500 clients to help mid-market companies grow revenue by solving key sales issues like: process, client engagement, leadership, relationship management and hiring. Sales Management For Sales Pros

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Why Your SDRs Keep Churning (And How To Start Retaining Them)

Sales Hacker

The post Why Your SDRs Keep Churning (And How To Start Retaining Them) appeared first on Sales Hacker. AltiSales Certified Sales Expert Sales Management Webinars

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Stop your churn and grow faster with a customer success mindset


Every year, businesses lose billions of dollars in sales due to bad customer service. Sales Process Sales ManagementIn 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.

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Sales Tips: Reducing Churn with SaaS Renewals

Customer Centric Selling

Sales Tips: Reducing Churn with SaaS Renewals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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5 Simple Choices That the Best Sales Managers Make

Sales and Marketing Management

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. It's true that talent and hard work and people skills are all part of the mix of succeeding as a sales manager, but for many of the best sales managers, success is a matter of choice.

8 KPIs Every Sales Manager Should Measure in 2018

Hubspot Sales

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. The best way for field managers to gain visibility into their team’s activity is to collect and measure both team and product performance through KPIs. Download our free report here to learn the top 3 metrics ranked by sales professionals. Sales Volume by Location.

How Top-Performing Sales Managers Coach Differently

So you’re a sales leader tasked with building out a new team. If you’re like me, you probably join starry-eyed and ready to introduce the “best sales process ever.” Sales leaders live to onboard their first hires. For most sales leaders, 60% of those calls will take place in late-stages , such as negotiation or procurement calls. Let’s explore what we know intuitively (but rarely practice) when we’re coaching our sales teams.

What Sales Managers Need to Understand About Millennial Burnout

Closer's Coffee

The Pew Research Center shows that Millennials comprise a third of America’s labor population , which often leads to difficulties in adjusting to different work styles as most managers are from an older generation. This conflict comes because senior managers are set in their traditional approach to management. Organizational leadership experts from Maryville University explain how modern management is much more geared towards fostering a collaborative mindset.

The Customer Success experiment: How focusing on long-term value solved our retention problem


Coming from a sales management and real estate background, I understood our customers’ hustle. In other words, the customers we worked so hard (and opened our wallets) to obtain through marketing and sales efforts were beginning to cancel one year after their signup date. My hypothesis was that providing a proactive onboarding experience would reduce the churn rate after 10 months, and every month in between. I have always been a calculated risk-taker.

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. The first question of each interview is perhaps the most important, “What are the top 3 ways your solution changes the game for a sales organization?” After rollout of their product, typical sales orgs spend 20 – 30% more time selling, which is really a game changer.

Best In Sales: Management Tips From Top Sales Leaders

You need a strong personality to succeed in sales - a combination of grittiness under pressure and true smarts makes for the perfect sales rep. In order to manage a whole team of those personalities, a sales team manager has to have a pretty strong personality themselves. With that in mind, we decided to ask four top sales leaders how they do it. What We Learned From Top Leaders About Sales Team Management. It’s part sales, part consulting.

Performance Management Friday — Sales/Management Alignment

Partners in Excellence

Rather than looking at a specific metric, I’ll spend a little time talking about the differing points of view on metrics—the sales person/individual contributor’s view and sales management’s view. Sales people resist metrics because management uses them as a club on performance. This happens more than we’d like to think, it’s really terrible management practice. This is really a management problem.

What I Specifically Do To Keep Motivated

MTD Sales Training

Keep churning the activity” says your Sales Manager. Sales Motivation sales team motivation “It’s a numbers game. That’s easy for him to say, he’s not the one who is 50% of quota for this quarter and he’s not the one who has received more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Committed To Failing

Partners in Excellence

In sales and marketing, specifically, this confusion is somewhat ironic, since failure is such a large part of what we do. If we are unprepared to accept the accountability, manage the risks and understand/accept the consequences, we will never be prepared for success or to do the work that being successful requires. We churn through people, seeking to produce the results we want, rather than understanding what’s going wrong and correcting it.

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Are You Making These Top 5 Missteps in Hiring a New Salesperson?

Increase Sales

With the turnover (churn) of salespeople as well as those in sales management, there appears to be some miss steps happening. Top Misstep #1 – Ignoring the Wisdom of Existing Sales Team. Sales managers fail to ask the rest of the sales team as to what type of salesperson is needed. Even though the essence of sales has not changed, how to reach new sales leads has changed. Sales does not operate in a vacuum.

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Practice Makes Perfect – Kick Out Mediocrity

MTD Sales Training

By carrying out these drills over and over again it becomes second nature to them and countries like Holland and Spain have worked out an almost formulaic approach to churning out great players by getting to them early and by cultivating excellence in this way. This got me thinking about the best sales people I’ve come across over the years and the best sales teams. In terms of the top performing sales people…. In terms of the top performing sales managers….

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The Power of We: Getting Sales and Marketing on the Same Page

Sales Hacker

We were caught in a perpetual struggle between Sales and Marketing. Sales blamed Marketing for not attracting enough high-quality leads , and Marketing claimed Sales wasn’t nurturing leads enough. Marketing never knew what happened to their inbound leads, and Sales would work with leads they knew nothing about. Something had to change, so I implemented smarketing — closer collaboration between our sales and marketing teams. Sales Management Articles

It’s Not About The Metrics! It’s What You Do About Them!

Partners in Excellence

Terms like ACV, MRR, ARR, TCV, LTV, CAC, Churn, Retention, Bookings, Revenue, Quota Attainment, SQL, MQL, Conversions, ATV, Win Rates, Velocity, Customer Growth, Product Growth, Share, Onboarding Time, % of people at quota, Voluntary/Involuntary Attrition, CRM Utilization, Pipeline Loading, Account Planning, Dials, Appointments, Proposals, Customer Meetings, Demos, Time spent per call, Number of questions per call, Types of questions per call, on and on and on. We seem to be metric crazy.

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How to Forecast Sales: 5 Tips to Boost Accuracy and Speed

Sales Hacker

I see it happen all the time — to the best sales teams out there. Lucky for you, it’s not hard to learn how to forecast sales successfully and consistently. We’re going to look at the top 3 reasons why your sales forecasting fails, and 5 ways to consistently improve your forecasting. If your forecasts are worse than a flip of a coin, you might as well take your sales budget to Vegas — you might actually get better odds there. Sales Management Articles

[Message to Management]: The Plea of a Struggling Sales Rep

No More Cold Calling

Are you coaching your sales team, or leaving them to fend for themselves? “ You need to understand that I’m not just another number on your sales team. If you’re leading an underperforming sales team, your reps might not be speaking up, but I guarantee they’re thinking these thoughts. Sales execs recognize that coaching and recognition contribute to performance. According to the Objective Management Group, 74 percent of sales reps are failing.

Sales Leads - The Downfall of the Thrill of the Chase

Increase Sales

For many in sales, the thrill of the chase is everything. These “hunters” love to find and chase down sales leads. Within the SMB world, this thrill of the chase can present a psychological problem for the salesperson and a a business growth problem for the SMB owner, executive or sales manager. The problem for the salesperson is the activity associated with hunting for new sales leads. The inside sales team can become stuck in the middle.

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Sales Forecasting 101: Definition, Methods, Examples, KPIs

Sales Hacker

Sales forecasting is a crucial business exercise. Accurate sales forecasts allow business leaders to make smarter decisions about things like goal-setting, budgeting, hiring, and other things that affect cash flow. Meanwhile, an inaccurate sales forecast leaves sales managers guessing at whether they’ll actually hit quota. As a result, they may not be aware of any problems the sales pipeline in time to fix them. What is a Sales Forecast?

B2B Sales Trends for 2018


Are you prepared to leverage the sales trends experts predict will be big in the coming year? If you want to succeed in 2018, the odds are you need to know how to collaborate, manage and be managed by millennials,” says Mikko Honkanen of Vainu. In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Deeper Integrations Between Sales and Marketing.

How to Use the Right Sales Data to Shorten Your Selling Cycle

Sales Hacker

Like a long and arduous hike that seems to go on and on, a prolonged sales cycle can leave your team feeling drained, exhausted, wondering if they’ll ever reach the summit … and if they do, whether they’ll have the energy to climb the next mountain! We’ve all had at least one instance where we’ve felt overstressed, overworked, and under quota due to a long, drawn-out sales cycle. Your TAM can and should be segmented, just make those segments realistic and manageable.

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7 People In 10 Years!

Partners in Excellence

It is a management problem — or rather a mismanagement problem! Research data shows onboarding generally takes 10 months (in this case it’s a very technical product set with a very long sales cycle, so I suspect it took much longer to have a sustained run rate to meet expectations). Then they have to go through “retraining” their new sales person. ” It’s irresponsible corporate stewardship on the part of management.

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How to Create an Epic Coaching Culture (5 Steps & 3 Tips)

Sales Hacker

It’s well known that sales coaching can improve revenue growth — by a whopping 16.7%. . You can, and you should… Because in addition to driving revenue, a strong coaching culture can improve win rates, elevate team performance, reduce employee churn, and accelerate ramp. . From management’s perspective, it’s a dedicated program that enables your sales team to learn new skills and become top performers and evangelists for your company.

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The One and Only Reason Sales Leaders Miss Their Target

Hubspot Sales

It’s not even sales effectiveness (at least, as “sales effectiveness” is generically defined). It’s the sales performance gap. This is the (vastly misunderstood) delta that separates the top 20% of your sales force from everyone else, creating a performance bell curve that looks like this: This divide wreaks havoc on your ability to make your number, your cost of sale, rep turnover, and even your job tenure as a sales leader. Sales Management

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Predictive Sales Analytics: The New Normal?

Smart Selling Tools

National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales. Developments in Analytics technology is driving genuine innovation in the form of predictive sales analytics – a move that is shifting the new normal of what the B2B sales process looks like. 2) Sales Enablement.

PODCAST 121: Lessons From Survival Mode: How to Kickstart Your Business with Matt Rizzetta

Sales Hacker

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast.

What the Future of Sales Onboarding Looks Like (SaaS Sales)

Sales Hacker

Many sales leaders think their onboarding process stinks… . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Luckily, tech-enabled sales teams are getting much more sophisticated about how they provide sales coaching and enablement. But what will the future of onboarding look like in SaaS sales? . Sales Onboarding 2020. New technologies are already changing the way sales leaders coach their teams.

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What 3 Top SDR Leaders Are Doing Right Now

Lars Nilsson, Founder & CEO at SalesSource, has over 25 years of sales and operations experience in the technology sector. Prior to SalesSource, Lars was Vice President of Global Inside Sales for Cloudera, the company that transformed enterprise data management. Director of Global Sales Development to Sales Director (Enterprise) at Snowflake to gain even more closing experience. Hunter Hodges is currently a Sales Development Representative at

Sales Numbers Matter, But Never More than People

Increase Sales

Today there is incredible emphasis on sales numbers. CRMs churn millions of bits of data each day for sales managers to pour over with the hope to discover what is missing in their goal to increase sales. Personally I believe in sales numbers. If you can’t measure it, you can’t manage it. However sales numbers should never take a front seat to why you do what you do.

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How to Use Lead Qualification to Coach Salespeople


There is no better way to guarantee more sales than by qualifying leads. Having even the simplest lead qualification process in place will result in an almost immediate boost in sales productivity and higher close rates. How, by providing the basis for coaching them into sales heroes. Why Would You Use Lead Qualification as the Basis for Sales Coaching? But there are also some aspects of sales work that qualifying leads targets better than other strategies.

PODCAST 111: Prospecting and Researching in Today?s Brave New World with Peter Wooster

Sales Hacker

This week on the Sales Hacker podcast, we speak with Peter Wooster , a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Today on the show, we’ve got Peter Wooster, a 25-year veteran of technology sales and executive management. Our second sponsor is Outreach , the number one sales engagement platform.

The “Real Cost” Of A Salesperson

Partners in Excellence

What would you think of a front line manufacturing manager failing to address problems that consistently cost millions of dollars in scrap and rework (not to mention customer sat problems because of missed deliveries)? Or an engineering manager that missed product launches that caused millions in lost revenue? Most people would say these are real problems and if they happened repeatedly, these managers would be fired! In sales, the raw ingredients are people.

The step-by-step guide to building an effective sales strategy

Zendesk Sell

Like a blueprint is essential for constructing buildings, you need a strategy as a manager to build a successful sales department — a step-by-step plan to help you and your team drive company revenue. In this post, we’ll break down what a sales strategy actually is and how you can create your own. What is a sales strategy? A sales strategy is a detailed written plan on how your team will target customers to sell more products. Identify sales goals.

Underperforming Our Potential

Partners in Excellence

Ideally, it’s arrived at by both a bottoms up and tops down assessment of what we might achieve for a given investment in sales and marketing resources. They could be doing a lot more than they currently are, or they are overspending on sales and marketing.” The data on attrition in sales is stunningly bad, even with many of the “best performing” companies in the world. Average sales tenure in the top 10 technology companies is 1.76

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Let's take a look at what sales metrics are.

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PODCAST 69: Structuring Your Organization Around Your Customer w/ Megan Bowen

Sales Hacker

This week on the Sales Hacker podcast, we speak with Megan Bowen , SVP of Business Operations at Managed By Q. Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What Managed by Q does. The Benefit of Starting Out in Account Management. About Managed By Q [03:30].