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.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

Morale is the best indicator of retention on a sales team. And retention is a serious issue. Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it.

Are We Storytelling compelling Customer Retention Experiences?

Babette Ten Haken

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Some of our truly best stories about creating compelling customer retention experiences thus remain untold. About compelling customer retention experiences?

How do Clients rate Your Post Sale Customer Retention Performance?

Babette Ten Haken

How would you rate your own customer retention performance? Listen in on my latest video about post sale customer abandonment, and how it negatively impacts customer retention. When that happens, guess who owns customer retention – and that customer relationship?

7 Must-Have Automated Documents for Sales Success

What process and training changes will be required? retention by just 5% can increase profits by 25–95%. Retention. retention and engagement. The 7 must-have automated.

Are Experience Conflicts sabotaging Our Customer Retention Strategy?

Babette Ten Haken

Ah, the impact of experience conflicts on the performance of our customer retention strategy. Customer retention strategy is about the impact of experience conflicts on the customer’s productivity and profitability.

Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Improve retention by breaking the sophomore/junior-year curse

Sales and Marketing Management

Three problems arise: First, revenue production stops in year two while a replacement (“Rep B”) is hired and trained. and its link to retention and revenue?—?77 Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Sales rep attrition remains a vexing issue for organizations?— with companies losing about one out of every three reps each year, according to The Bridge Group.

How to Increase Customer Retention, Lifetime Value and Reduce Your Cost Per Sale

Keith Rosen

If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors?

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. Two solutions have helped my company, Stirista, achieve a 95 percent customer retention rate and should work for your business: Turn every employee into a customer-facing one.

The ROI of Boosting Sales Rep Retention and Engagement with Better Sales Learning


Sixth in a series of posts about the ROI of sales training. Most sales training ROI assessments stick to the basics: cost savings and revenue growth. But sales training and sales training technology investments deliver two additional types of return that are often overlooked.

Better Knowledge Retention Using Multimodal Learning for Sales


Want your team to remember and utilize more of what they learn from sales training? Engaging multiple senses in the act of learning improves knowledge retention. So why don’t sales training and enablement pros use it more?

Sales Training Online

The Digital Sales Institute

Sales training online can transform the delivery of sales training programs to a greater number of sales people to boost sales performance in the short to medium term. Sales Training Online. Sales training online is also very useful as sales skill reinforcement solution.

Social Selling Training Course

The Digital Sales Institute

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? The Social Selling Training Course. The post Social Selling Training Course appeared first on Online Sales Training Courses.

Memorable sales training drives performance


Organizations need to train their employees all the time, but salespeople too often forget what they learn. Billions of dollars spent on training programs go to waste and work continues as normal. Creating more memorable training programs is a must. Training & Certification

Is Your Strategy Suffering from Mismatched Talent?

Sales Benchmark Index

Today’s topic is how to attract, train and retain talent. Corporate Strategy Video micromarkets non-metropolitan markets secondary markets talent acquisition talent attraction talent retention talent training

How To Find Out Why Your Client Is Leaving

MTD Sales Training

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Find Out Why Your Client Is Leaving appeared first on MTD Sales Training. Customer/Client Retention client retention

How To 225

Employees respond to video training


Today’s tech-savvy employees don’t want to sit through hours of meetings and look at pages of handouts for onboarding and skills training. Instead, video is the ideal way to train your new and existing employees. Videos cost less than on-site training.

Top gun sales training

Sales Training Connection

Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training. As a result of this trend sales training is becoming more important and is taking on some new looks. Retention.

6 Ways to Make Your Sales Training Effective


If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Ready to amp up your sales training results? 1) Use data-driven tools to determine what training is needed.

How to Design a Fast Ramp Training Program

Sales Benchmark Index

Step 2: Identify Training Needs and the Training Program. And deliver them in a manner that ensures retention and adoption. Your training program should incorporate different modalities, topics and methods. Training Methods: Role plays: Repetition leads to retention.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Keep the program interactive during the entire training session.

Sales training stickiness – doubling back

Sales Training Connection

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The reinforcement discussion is all about what to do “after” sales training to increase stickiness.

Are You Ignoring Attitude in Your Sales Training?

Increase Sales

Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Unfortunately, many sales training programs do not recognize this linkage and only further the disconnect.

3 Ways To Become Indispensable To Your Customer

MTD Sales Training

MTD Sales Training. The post 3 Ways To Become Indispensable To Your Customer appeared first on MTD Sales Training. Customer/Client Retention becoming indispensable to your customer client retention customer retentionWhen we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others.

Sales Training Is Not Just for Big Business – Part 05

Increase Sales

Even mid-size to small businesses can locate good sales training that meets their needs. Realizing training must be a continuum with development and then coaching the next steps. Investing time to find the right person such as a sales coach, business coach or sales training consultant.

Are You Being Honest as to Why You Want Sales Training?

Increase Sales

In the US, sales training is big, buck business. Yet as Rain Group and others have also shared, up to 90% of all sales training fails. I continue to sit back in amazement because the real reason behind “I want sales training” is ignored.

3 Ways Your Value Added Customer Experience Efforts are not Valued

Babette Ten Haken

Why be surprised when customers defect, when small, but effective customized and personalized experiences impact customer retention? How are your best value added customer experience efforts sabotaged, both pre- and post-sale?

Sales training stickiness – doubling back – An STC Classic

Sales Training Connection

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve.

Before You Sign that Sales Training Contract, Read the Brain, Butt Clause

Increase Sales

Right now, sales managers to small business owners are finalizing sales training budgets for the next year. As they review each proposed sales training contract, they probably failed to read the Brain, Butt Clause.

What’s Missing from Today’s Sales Training Programs?


Think about the last time you attended a company sales training programs for onboarding, sales kickoff or any other corporate event. In most cases, sales training simply doesn’t provide this so programs suffer as a result. The Challenge with Sales Training .

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” When bank sales training firms first focus on behaviors, that is a really big mistake. Separating training from development is also critical.

Practice The Connection Bridge to Leadership and Sales Training ROI

Increase Sales

Yet in reviewing a recent catalog with a plethora of leadership and sales training opportunities, the word practice is missing. Add another 24 hours and that cognitive retention drops another 50%. Practice makes perfect or so we are told.

ROI 98

Why Off Site Leadership and Sales Training Misses the Mark

Increase Sales

At least once or twice monthly, I receive catalogs from organizations that deliver very expensive two to three day off site leadership and sales training. The problem with these off site leadership and sales training events is they fail to leverage the HOW and WHY behind learning engagement.

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. Train.

8 Design Thinking Principals for Sales Training Success


In the last article, I noted that many sales training programs focus on learning objectives without a similar emphasis on improving (or measuring) business outcomes. That’s actually a switch from how many sales training programs are built. Training & Certification Sales Training

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. Sales enablement also is not only about supporting sales training events.

4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers

The Center for Sales Strategy

Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention. employee retention Management sales performance sales management Talent sales training

The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

In the posting over at Training Industry , the author, Robert Bogue, suggested the following “Everything You Think Know About Learning Retention Rates Is Wrong.” Sales Training Coaching Tip: An experienced results focused instructional designer is a good investment.

2 Ways We create Unforgettably Innovative Customer Experiences

Babette Ten Haken

Babette Ten Haken’s One Millimeter Mindset keynotes, breakout sessions and workshops help individuals, teams, organizations and associations leverage productive and profitable collaboration to catalyze professional innovation, workforce engagement and customer retention.