There’s a fairly hefty price tag associated with the high turnover of salespeople within any company and the range can extend to 200% of an employee’s annual salary, so it’s worth testing all you can to keep folks around.
Why Sales Reps Typically Jump Ship
One of the biggest reasons for high sales team turnover rates directly correlates with the fact that competitive-minded people tend to gravitate toward a career in sales. Most salespeople are looking for ways to be the best; once they’re really good at some skill set or job within a sales team, they’re ready to tackle the next conquest, often outside your organization.
On the other hand, those sales reps who aren’t successful right way, or don’t have the support to become successful, are going to look for a company that does provide a pathway for learning and achievement.
That’s why providing an internal sales training curriculum is so important – it allows your reps to progress in their areas of expertise and be positively impacted by established best practices. With an ongoing sales training program, members of your team can look forward to attaining the tools they need to succeed and advance their career to the next level, which helps you mitigate the risk of reps leaving (or having to let them go).
Disengagement: How To Tell Your Sales Reps Are Floundering
Disengagement comes in many forms, from attendance issues to meaningless sales activity. One sales metric to consider is call quality combined with the volume of calls made.
Is the salesperson in question conducting calls that typically last minutes or seconds? If it’s seconds, you may be looking at someone who is not engaged and very literally dialing it in.
What Your Sales Team Training Should Look Like
Ongoing sales team training and mentoring helps establish best practices for your sales process while further honing sales skills. These skills include refining value propositions, discovering more ways to probe for pain points and sales pitch opportunities, more talking benefits, and more guidance on closing deals.
Training is largely about making your sales reps self-aware in the areas where they can leverage or demonstrate their emotional intelligence. Skills like listening, taking an interest in others, gaining new perspectives, reflection, acknowledging, questioning and clarifying are all necessary for a successful salesperson.
As buyers experience doubt, fear, anxiety and frustration, your sales reps must exert emotional intelligence to match a sales process that is rife with emotion. Emotional intelligence offers responses over reactions to obtain positive outcomes during conversations with potential customers.
In terms of career advancement, for those who are ready, your sales team training should also focus on next-level positions like call coaching or management. This type of training prepares reps for where they want to go. It also acts as a measure of good faith that you’re investing in their future.
Ready to learn more about training sales reps and adding more value to your sales process?