Can’t Keep Your Top Sales Reps? Is it You, or Is it Them?

Jennifer Dignum
Jennifer Dignum
In Engagement, Sales
Jennifer Dignum is senior product marketing manager at Xactly Corporation. As a seasoned marketing professional and independent consultant, Jennifer has over 15 years of experience working with both private and public companies across a broad range of technology industries.

Today, Xactly released new data about the best ways organizations can lower sales turnover and raise performance. The research – co-sponsored by Xactly and The Sales Management Association – found that a lack of professional development and higher compensation are the two top reasons reps leave sales jobs voluntarily. The top findings are summarized in the infographic below.

Top Takeaways:

  • Less than half of sales leaders are satisfied with sales rep retention.
  • Organizations consider less than one out of five sales reps added in the past 24 months to be successful.
  • Average cost of replacing a sales rep is $115K.
  • By developing more “A” players with ongoing training, organizations can generate more revenue.
  • 71% salespeople leave voluntarily in a given year.
  • Only 42% of companies say they’re effective in training and coaching salespeople.
  • Companies that pay at the 75th percentile or higher have 50% less turnover.
  • Companies need to invest in ongoing, formalized, and personalized training and coaching processes to lower sales turnover.

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Can’t Keep Your Top Sales Reps? Is it You, or Is it Them?

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