{"id":314,"date":"2006-09-20T12:56:28","date_gmt":"2006-09-20T17:56:28","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=314"},"modified":"2006-09-20T12:57:03","modified_gmt":"2006-09-20T17:57:03","slug":"why-salespeople-leave","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/why-salespeople-leave\/","title":{"rendered":"Why Salespeople Leave"},"content":{"rendered":"<p>An interesting article ran in last week&#8217;s Selling Power Newsletter for Hiring &#038; Recruiting titled <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=10&#038;Layout_ID=565&#038;ARTid=2587&#038;nDate=September+15%2C+2006\" target=\"_blank\">&#8220;Why Do Salespeople Leave?&#8221;<\/a><\/p>\n<p>According to Compensation Resources, Inc. (CRI), obtained turnover statistics and trends from a broad range of industries and company sizes. The results indicate that both voluntary turnover and overall turnover have slightly increased in 2006 over 2004 when the last data were collected. The report identified an important shift in the <strong>motivators<\/strong> for leaving noted by employees. In 2004, the top reasons for moving on were better pay and better benefits. In 2006, the top reasons for leaving an employer is the desire for better opportunities and increased responsibilities.<\/p>\n<blockquote><p>&#8220;More and more, employees are seeking to improve their abilities and be recognized for their work, and are no longer motivated by pay alone,&#8221; says a CRI spokesperson.<\/p><\/blockquote>\n<p>They touch on an interesting point that I actually posted last week in <a href=\"http:\/\/selectmetrix.com\/blogs\/?p=300\" target=\"_blank\">Attracting the Passive Candidate<\/a>. Whether we are talking about candidates or employees, all salespeople are asking a similar question, <strong>&#8220;What&#8217;s in it for me?&#8221;<\/strong> Understanding their rewards is the first step whether you are looking to hire or retain salespeople.<\/p>\n<p>The second step is to match your rewards to match the employee&#8217;s motivation-reward pattern. For example, say you plan to run fourth quarter contest to try and bolster sales. If your sales team is motivated <a href=\"http:\/\/www.selectmetrix.com\/Process_Motivations\/Utilitarian.html\" target=\"_blank\">Utilitarianism<\/a> and rewarded by <a href=\"http:\/\/www.selectmetrix.com\/Process_Rewards\/Material_Possessions.html\" target=\"_blank\">Material Possessions<\/a>, providing a President&#8217;s Club reward may not align with their goals. You won&#8217;t see much of a buy-in from your team. Now, if you use money bonuses, you will have captured their attention and engaged their motivation-reward structure.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>An interesting article ran in last week&#8217;s Selling Power Newsletter for Hiring &#038; Recruiting titled &#8220;Why Do Salespeople Leave?&#8221; According to Compensation Resources, Inc. (CRI), obtained turnover statistics and trends from a broad range of industries and company sizes. The results indicate that both voluntary turnover and overall turnover have slightly increased in 2006 over 2004 when the last data were collected. The report identified an important shift in the motivators for leaving noted by employees. In 2004, the top reasons for moving on were better pay and better benefits. In 2006, the top reasons for leaving an employer is the desire for better opportunities and increased responsibilities. &#8220;More and&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/09\/why-salespeople-leave\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"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":[20,4,11,5],"tags":[],"class_list":["post-314","post","type-post","status-publish","format-standard","hentry","category-compensation","category-sales-management","category-team-management","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-54","jetpack-related-posts":[{"id":144,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/turnover-trouble\/","url_meta":{"origin":314,"position":0},"title":"Turnover Trouble","author":"Lee Fratzke","date":"June 29, 2006","format":false,"excerpt":"There was a good article in SalesForceXP's recent newsletter (sorry no link) that quotes 2 recent surveys conducted by Miller Heiman and the Hay Group specifically looking at turnover amongst salespeople. The research concluded that not only is finding good salespeople tough (knew that), but keeping them is equally as\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":1215,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/a-tourniquet-for-talent-bleed\/","url_meta":{"origin":314,"position":1},"title":"A Tourniquet For Talent Bleed","author":"Derrick Moe","date":"October 2, 2007","format":false,"excerpt":"Last week, Lee posted about a company that terminated a salesperson via voicemail while he was at home sick.\u00a0 That's low, but this company is one that has a long-standing problem regarding turnover.\u00a0 We know this salesperson fairly well and we know he has significant sales talent.\u00a0 Yet he is\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":815,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/an-indirect-cost-of-turnover\/","url_meta":{"origin":314,"position":2},"title":"An Indirect Cost Of Turnover","author":"Derrick Moe","date":"April 11, 2007","format":false,"excerpt":"We at The Hire Sense have been focused on employee retention this year. Pretty smart of us, I know (especially when the national unemployment rate is 4.4%). Michael at Hidden Business Treasures pointed us towards the Herman Group's Trend Alert e-newsletter and I received my first one this week. The\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":927,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/turnover-trouble-2\/","url_meta":{"origin":314,"position":3},"title":"Turnover Trouble","author":"Derrick Moe","date":"May 16, 2007","format":false,"excerpt":"Turnover is trouble for any company when it is not controlled.\u00a0 To use a timely analogy, it is similar to a forest fire.\u00a0 A\u00a0controlled burn clears out a section\u00a0allowing it to be repopulated with\u00a0fresh, new trees.\u00a0 An out-of-control fire can destroy an entire forest in a short amount of time.\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterbdb755e78f05-c5b2tree-develop7.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":443,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/one-of-them-must-be-wrong\/","url_meta":{"origin":314,"position":4},"title":"One of Them Must Be Wrong","author":"Derrick Moe","date":"November 16, 2006","format":false,"excerpt":"A quote from my post on Tuesday: And don't assume its about money. When someone quits her job, 89 percent of managers assume it was over money, whereas 91 percent of the workers who quit say it was anything but, Murphy said. From a CareerJournal article titled Opportunity Knocks, And\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":588,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/when-turnover-is-good\/","url_meta":{"origin":314,"position":5},"title":"When Turnover Is Good","author":"Derrick Moe","date":"January 19, 2007","format":false,"excerpt":"We met this morning with a sales manager from one of our clients and had an interesting discussion about turnover. This company is in an \"old-line\" industry and has an established salesforce. In fact, the newest salesperson has been with the company for more than 5 years. Most have a\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/314","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\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=314"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/314\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=314"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=314"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=314"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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