{"id":1621,"date":"2008-06-17T09:42:42","date_gmt":"2008-06-17T14:42:42","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/the-key-to-sales-retention\/"},"modified":"2008-06-16T18:36:25","modified_gmt":"2008-06-16T23:36:25","slug":"the-key-to-sales-retention","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/the-key-to-sales-retention\/","title":{"rendered":"The Key To Sales Retention"},"content":{"rendered":"<p>Listen, according to <a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=10&amp;Layout_ID=774&amp;ARTid=3472&amp;nDate=June+16%2C+2008\">this Selling Power article<\/a>:<\/p>\n<blockquote><p>&#8220;One of the mistakes companies have made in the past is that they make decisions without real input from the people who are most affected by the hiring decisions,&#8221; says Opton. &#8220;Companies need to realize that they always have two sets of customers \u2013 internal and external. The minute that someone comes to work for them, that person becomes an internal customer to the organization. The organization needs to listen to what their needs are and act on those needs.&#8221;<\/p><\/blockquote>\n<p>The article references a survey regarding executives&#8217; wants, but it is representative of employees also.\u00a0 The interesting stat that always seems to come out of these surveys:<\/p>\n<blockquote><p>&#8220;Just 12 percent pointed to compensation as the reason why they leave companies,&#8221; says Opton. &#8220;We see this year after year \u2013 money will motivate people to come on board, but it can&#8217;t make them stick.&#8221;<\/p><\/blockquote>\n<p>Excellent point, can&#8217;t make them stick.\u00a0 Many managers assume a decent paycheck (the manager gets to define &#8220;decent&#8221;) will keep most salespeople happy.\u00a0 But look at these numbers:<\/p>\n<blockquote><p>&#8220;Nearly half of the dissatisfied executives reported limited advancement opportunities; lack of challenge; a desire for more managerial responsibility, autonomy or technical improvement; or dislike of the work as the reasons they were ready to bolt,&#8221; states the study. &#8220;Issues relevant to lifestyle \u2013 work\/life imbalance, commute, relocation, and business travel \u2013 became deal breakers for another 21 percent. Difficulty with the culture and the boss accounted for 13 percent of executive dissatisfaction.&#8221;<\/p><\/blockquote>\n<p>I suspect the commute topic will become more prevalent in the next study thanks to the gas price trend.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Listen, according to this Selling Power article: &#8220;One of the mistakes companies have made in the past is that they make decisions without real input from the people who are most affected by the hiring decisions,&#8221; says Opton. &#8220;Companies need to realize that they always have two sets of customers \u2013 internal and external. The minute that someone comes to work for them, that person becomes an internal customer to the organization. The organization needs to listen to what their needs are and act on those needs.&#8221; The article references a survey regarding executives&#8217; wants, but it is representative of employees also.\u00a0 The interesting stat that always seems to come&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/06\/the-key-to-sales-retention\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[23,4,22],"tags":[783,782,271,784,1765],"class_list":["post-1621","post","type-post","status-publish","format-standard","hentry","category-retention","category-sales-management","category-turnover","tag-sales-hiring-decision","tag-sales-hiring-trend","tag-sales-retention","tag-sales-turnover","tag-turnover"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-q9","jetpack-related-posts":[{"id":1006,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/retention-in-a-downsizing-industry\/","url_meta":{"origin":1621,"position":0},"title":"Retention In A Downsizing Industry","author":"Derrick Moe","date":"June 15, 2007","format":false,"excerpt":"We don't do much work in the pharmaceutical market but I do have a couple of friends who sell for the big players. SellingPower.com's article Have You Heard Who\u20ac\u2122s Hiring? discusses a downsizing trend in sales hiring that is occurring in that specific market. \u20ac\u0153The days of armies of sales\u2026","rel":"","context":"In &quot;Retention&quot;","block_context":{"text":"Retention","link":"http:\/\/selectmetrix.com\/blogs\/category\/retention\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":986,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/small-business-retention-strategy\/","url_meta":{"origin":1621,"position":1},"title":"Small Business Retention Strategy","author":"Derrick Moe","date":"June 7, 2007","format":false,"excerpt":"Inc.com offers a short article titled Employers Focus on Worker Retention. The takeaway graphs (emphasis mine): Small businesses are focusing more resources on employee-retention plans, rather than recruiting efforts or new benefits policies, a recent survey found. Of 241 small-business executives surveyed nationwide, 21 percent said they have expanded training\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":670,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/assessing-the-behavioral-based-interview\/","url_meta":{"origin":1621,"position":2},"title":"Assessing The Behavioral-Based Interview","author":"Derrick Moe","date":"February 16, 2007","format":false,"excerpt":"Selling Power discusses behavioral-based interviewing in On Your Best Behavior. The article covers the main points of this interview approach and it is certainly an approach we incorporate - to some extent. First, if you are relying on the face-to-face interview to make a strong sales hire, you are taking\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":697,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/training-and-retention\/","url_meta":{"origin":1621,"position":3},"title":"Training And Retention","author":"Derrick Moe","date":"February 26, 2007","format":false,"excerpt":"CareerJournal.com offers this quick read - Hiring and Cultivating Employees Who Succeed - which covers the critical topics of hiring and retaining top talent. This opening statement obviously caught my attention: Business owner Andrew Field says he used to hire based on gut instinct. No longer. My kind of owner\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2152,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/11\/the-slow-fade-of-strong-salespeople\/","url_meta":{"origin":1621,"position":4},"title":"The Slow Fade Of Strong Salespeople","author":"Derrick Moe","date":"November 10, 2009","format":false,"excerpt":"It has been a hectic week of crashed computers, new blogs set up, new video integrations, business deals, etc.\u00a0 Suffice to say, I have been worn out by the myriad of tasks. In the middle of this busy week, I talked to a strong salesperson I know who has been\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":473,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/dont-hire-in-december\/","url_meta":{"origin":1621,"position":5},"title":"&#8220;Don&#8217;t Hire In December&#8221;","author":"Derrick Moe","date":"December 1, 2006","format":false,"excerpt":"Wrong. There are many myths regarding December hiring, but we have found it to always be an abundant time for sourcing salespeople. A Recruiter's View: Five Myths About Holiday Job Hunting discusses the most common myths. A couple specific points from the article: 3. Positions open up in late November\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1621","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1621"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1621\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1621"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1621"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1621"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->