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.

Watch the webinar, "Incentivize to the Power of Xactly: Life of a Sales Leader," to learn how to drive the right rep behaviors using Xactly Incent.

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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