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Sales Models, Metrics, and Motions Blog

3 Thoughts On Stopping Sales Rep Turnover

by Matt Bertuzzi on Wed, Jan 08, 2014

hiring sales women
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!

Matt Bertuzzi

About Matt Bertuzzi

Matt writes about inside sales metrics & trends. He is co-author of The Outbound Index.

Connect on Twitter and Googe+.

Topics: recruiting, inside sales motivation

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