How to Decrease Sales Staff Turnover and the Costs Associated

Sales staff turnover is extremely costly to a business. Not only does it take a lot of money to recruit, hire, and provide sales training, but there is also a tremendous cost in terms of deals lost when salespeople are replaced, and new sales hires are ramped up and trained.

The good news is that there are small things that you can do to decrease and minimize sales staff turnover, and we outline those in this sales training webinar recording.

Recruiting and Interviewing
When you think of decreasing sales staff turnover, your first thought will be what you can do to get people to stay. However, the way to have the most significant impact on turnover is to start before that step and look at how you select the resources you hire when recruiting and interviewing.

One of the main reasons people leave an organization prematurely is that they either chose the wrong job or the employer chose the wrong person. Are you asking the right questions and using the right process to ensure that you are selecting the right salesperson?

Sales Training
The more successful your salespeople are, the longer they will stay working for you and the lower your will be. Are you helping provide them with the skills and knowledge they need to succeed?

Sales Coaching
Sales can be tough. There are lots of ups and downs, and there are also plenty of situations where there isn’t clarity as to what to do next. Are you providing either informal or formal sales coaching?

Sales Tools
To be successful as a salesperson, you need to be as efficient and productive as possible. Are you providing the sales tools that help your resources automate many of the routine steps that might be slowing them down?

Sales Playbook
Being consistently successful as a salesperson is not just about working hard. It is also about working smart and doing many of the right things. If you make 100 cold calls daily, but your sales script says all of the wrong things, you can end up with zero results from that effort and activity.

Providing your sales team with a sales playbook will help you decrease sales staff turnover.

Marketing Support
Salespeople are expensive. Do you have your sales resources generate all of their leads and manage the process from beginning to end?

Not only could that be a more expensive model when you factor in lower-cost forms of lead generation, but salespeople will also be happier, and sales staff turnover will be less when they have marketing support that feeds them some leads and lead generation.