Are you neglecting your sales team - at your peril?
Sales has a much higher staff turnover at 35%, compared to the average for other industries at 13% - so why is this? Well, most sales reps will tell you that they typically leave their jobs for the following four reasons:
There is also a saying that staff leave managers (especially micro-managers) and not companies and this would fall under the 'bad culture' category too.
Unrealistic sales targets can be another reason for salespeople to move on but the main reason I typically left my past sales roles was down to lack of training, development and career progression i.e. not feeling valued or appreciated enough to be invested in.
To support this sentiment, research by Task Drive showed that 70% of salespeople said they hadn't received any formal sales training and had to self-train themselves - even though the same research shows companies who invest in training are 57% more effective at sales than their competitors and that sales training reaps a staggering 353% ROI for the average company.
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Further research by the Brevet Group and Spotio showed that continuous training resulted in 50% higher net sales per sales rep and individual sales training could boost sales reps’ performance by an average of 20%.
The upshot of all of this is it's clearly worth investing in training your sales team but many employers fail to do this. Sir Richard Branson is well known for his mantra of 'train your people well enough to leave but treat them well enough to stay' and I think this is true.
I guess some business owners are therefore worried about their competitors benefiting from any sales training they provide their salespeople with but those same salespeople will most likely leave anyway, if they don't get any training!
If you feel you might be neglecting your sales team and want to do something about it before your team moves on - then DM me or email for more details about my free sales training review at: [email protected].