Why doesn't anyone talk about the right kind of turnover?
There are two types of turnover.
Understand the difference because your sales productivity and profitable revenue depend on it.
Read the full article: Why do salespeople quit? | Sales turnover advice
Right turnover
Good turnover is when the wrong individuals who are not a good fit for your organization leave.?As soon as you hold people accountable, they'll start dropping like flies.
These sales managers and reps are incapable of helping your sales force achieve your goals. And there is no core value alignment; therefore, they're cancerous to the organization.
It doesn't matter if they fill a seat and make some money.
If that person is not the right for the seat, you need to vacate them.
That's the right turnover. You are weeding out your salespeople, preventing you from making progress towards long-term success.
2 reasons poor performers leave a company
1. Being held accountable
As soon as you start holding people accountable, they start dropping like flies.
Now, at the core is weak?sales leadership?and?poor management. At this point, you usually don't have a turnover problem.
When you run a very loose ship, everyone gets away with murder. Sales targets and sales goals are met— no one's held accountable. And?sales reps?do foolish things all day long.
Why would you have a turnover problem? Most sales managers and reps will stick around and operate at their own leisure without pressure to level up.
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But turn up the heat, and you start forcing people to hit their sales goals, level up, and do their job.
Now, you'll see a correlating increase in?turnover rates.
As soon as you hold people accountable, they start dropping off like flies.
2. You've applied pressure
There is no such thing as?unrealistic quota assignments. When we raise the stakes, it incites fear in lazy salespeople and often turns them negative.
If you have sales reps constantly complaining about?quota attainment, marketing, leads, or pricing, they are likely?underperformers?and?have a poor culture fit.
It is normal to turn the heat up in an organization. Competition is normal.
Remember: sales isn't for everybody. Some prefer a non-commission-based salary. In those cases, move these salespeople out ASAP. If they're still a good culture fit, it might be as simple as repositioning or relocating in your organization.
But, if you apply pressure or enforce standards and are met with complaints and negativity, it stems from being unable to hit numbers.
Wrong turnover
The wrong turnover is when top sellers with core value alignment and a good culture fit leave the organization.?
That's an individual you don't want to lose. It hurts as a tangible loss in company revenue, growth targets, and morale hit.
Most of the time, sales teams operate as a team to hit the team goal.
That top salesperson is your pace setter. Other employees will want to chase your best salespeople down. Lose your pacesetter, and you lose top talent that showcases a new level of ability.
It is a big hit to morale, and it's not good.
Do you need help with your retention problems on your team? Rose Garden ?is solutions-focused, so if you want me and my team to ignite your revenue growth, we will do so with our?Sales Accelerator?Process ?and?Team Assessment .