High Sales Attrition Can Be a Major Problem
High sales attrition hurts. Losing any good employee is tough on the overall business and on the morale of those left behind…but when you lose a top solution seller, the consequences can be dramatic. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition.
The Costs of High Sales Attrition
High sales attrition costs are felt in the loss of customers, loss of revenue, loss of customer relationships and loss of desired customer results…not to mention the productivity delay in getting another salesperson up to speed.
Most studies suggest the cost per departed solution sales rep to be between $500,000 to $1,000,000 depending upon their role, tenure and industry. And those shockingly high figures do not include the time and money you need to spend to recruit, interview and train their replacement.
The Top Three Reasons Behind High Sales Attrition
Here, according to our clients, are the top three reasons behind high sales attrition that cause high performing salespeople walk out the door:
1. Lack of Conviction and Purpose
The best value selling sales reps believe their solutions truly benefit their customers and their customers’ customers. They are enthusiastic about the value the customer will receive and derive a high sense of purpose from what they do.
For high performing sales reps, it is about more than achieving quota. It is about making a positive impact on their buyers both personally and professionally.
2. Lack of Autonomy
Few employees like being micromanaged…but most sales reps particularly resent being over-controlled. High performing sales reps like to be able to manage their own time and activities while feeling empowered to make decisions that are in their customers’ best interests.
3. Lack of Reward and Recognition
Top solution sellers, just like other “A” caliber employees, want to be rewarded and recognized for their performance. As independent as many sales reps are, they also want their sales managers to understand and appreciate their contribution.
It is difficult for sales reps to stay motivated and engaged when a deal falls through or a tanking economy undermines their success. But a sales manager who cares and listens can help. An empathetic sales manager opens the door to team members, listens to concerns, and is able to deal with issues before they escalate.
The Bottom Line
Sales cultures are typically different from every other function in an organization. Attracting, developing, engaging and retaining high performing sales reps can make or break an organization seeking high growth. To succeed, focus on clarity, empowerment and recognition.
To learn more about avoiding high sales attrition and creating a high performance sales culture, download The Research-Backed Keys to Creating a High Performing Sales Team
LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.
Margaret M. Mader
Vice President, Human Resources
LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.
Director of Human Resources
We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.
Vice President, Human Resources
In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.
LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.
Vice President, HR and IT
We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.
Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.
VP Human Resources
“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”
VP Human Resources
We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.
Michelle A. Mitchell
Vice President, Worldwide Human Resources
LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.
Learning & Development
LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.
Director, Software Engineering, EPG
We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.
Julaine K. Souza
Senior Vice President
VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.
Cindee Van Vleck
Director Human Resources
I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.
HR Program Manager
I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.
Director, Team Development
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.