3 Thoughts On Stopping Sales Rep Turnover


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A couple of emails hit my inbox last week back-to-back.

The first was from Glassdoor, Best Places to Work 2014, announcing their 6th annual employee choice awards. The second was from Craig Ferrara of AG Salesworks, 7 Things I Want My Inside Sales Team To Know For 2014.

Now, I love Glassdoor. It’s the best way to get the inside dish on the Pros and Cons of working at a given company. So I wondered, what if I grabbed a bunch of those reviews and compared them to Craig’s list?

Experiment time!

Here is the process I used:

  • Logged into Glassdoor and picked out the B2B tech companies from the Top 50
  • Drilled into Sales reviews only (inside, AEs, SDRs, etc.)
  • Exported the most recent 100 reviews

I got busy parsing and found something pretty interesting.

Craig pretty much nailed it

I doth my cap, Mr. Ferrara.

From those 100 sales reviews, I identified 3 themes that came up over and over again. I want to overlay Craig’s advice with a few actual quotes from those reps.

1) Craig says: I will always try to make it fun

  • Humor – I laugh more here than I’ve ever laughed in any job. Period.
  • Collaboration and teamwork are some of the things that sets _______ apart and make coming to work every day exciting.
  • The tenured and long-timers that are still around are incredible. They’re not only the best in the company, they’re the best in the industry.

2) Craig says: I will encourage professional & personal growth

  • Incredibly talented employees from diverse backgrounds – we all have much to learn from each other both inside and outside the office.
  • _______ won’t give you a map when you’re hired…but if you succeed in the role you’re given and prove yourself and earn trust, they’ll actually allow you to create your own path.
  • Management takes a genuine interest in helping employees transform their careers and learn new skills.

3) Craig says: I will always try to make myself available

  • Bi-weekly All Hands Call (with CEO) is impressive and unheard of based on other companies I’ve been a part of.
  • Sr management does an excellent job of communicating, It’s consistent, across all management levels.
  • The first week I was here the CEO introduced himself personally to me. Management’s door is ALWAYS open.

Definitely take a look at the full 7 things post over at AG Salesworks. I took a quick look at tech companies with extremely low reviews. Take my word for it, not pretty stuff. Here’s a sample of the good, bad & ugly.

What do you think? Have any thoughts to add on stopping sales rep turnover?

Here’s to a successful 2014. Good selling!

Republished with author's permission from original post.

Matt Bertuzzi
Matt draws upon his experience in technology product management and direct sales to help Bridge Group clients better define their customer profiles and gain actionable feedback from their target market.


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