Your best sales rep just quit. Why? Learn the real truth behind why your top people leave and what you can do to prevent it.

1. The Truth Behind
Why Your Best
Sales Reps Leave
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2. Your fiscal year came to an end.
Your top rep walked into your
office, collected his commission
check and resigned.
He contributed 20% of your new
revenue number last year.
He made more money than your
sales leader.
Yet, he left.
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3. Why did you lose your
top rep?

4. Here’s a secret…
It’s NOT all about the money
We regularly survey
sales forces.
The number one
complaint is
LACK OF COACHING
FROM THEIR BOSS!
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5. Want proof?
Download the
Sales Exit Interview Guide
Interview recently departed reps.
You’ll be surprised what comes out
ahead of sales compensation
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6. Exit interviews fail to give
companies insight for
two reasons:
1. They don’t happen
2. They’re done in-
house
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7. Most companies let their
people walk out the door
on the last day.
Last Paycheck is
provided.
Badge and PC turned in.
SEE YA!!
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8. You are losing an opportunity to improve your
work force.
Exit interviews can teach you about:
• Management concerns
• Training needs
• Lead generation challenges
• Sales process issues
• Competitive intelligence
• Compensation problems
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9. Why continue
treating symptoms
when you can
address root causes?
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10. in house
Consider your options:
• DIRECT MANAGER
– The #1 reason people leave is because of their managers. Good luck
getting valuable insight if he’s doing it.
• INDIRECT MANAGER
– A peer of the direct boss is giving the interview. Might as well have
your manager in the room.
• HR
– Reps do everything possible to steer clear of HR. Suddenly they’re
going to open their hearts to them??
NOT A CHANCE

11. Does your interview look
like this?
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12. Need a quick fix?
No time or resources to implement exit interviews?
Here are 3 easy things you
can do to improve
employee retention
immediately

13. #1 - Coaching
So many managers invest time in their lowest performers.
‘C’ players don’t make the number.
Instead of wasting valuable time at the bottom,
OVER SERVE THE TOP.
The best athletes in the world
have coaches: Tiger Woods, Kobe
Bryant, Serena Williams.
Why??
THE BEST WANT
COACHING!
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14. CEO Tip…
Spend a ½ day in the field
with your top reps twice
per quarter.
Give them coaching and
feedback on their sales calls.
Not sure how?
Read this before heading
into the field.
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15. #2 - Recognition

16. MAKE PERFORMANCE PUBLIC
Do you have a
scorecard showing
the stack ranking of
Being publicly recognized as
your sales team?
the ‘top rep’ is a huge point
of pride for sales reps.
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17. Bonus Tip
This picture show a weekly ‘Bell
Ringing’ ceremony at
PeopleAnswers.
Every Friday, new deals get
recognized in front of the entire
company. The rep rings the bell
and talks about how he won the
big deal.
Easy and Effective.
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18. #3 – Environment
Does your workplace look
and feel like a morgue?
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19. You’re a growing
company with
young, vibrant
employees
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20. Fortune released it’s 2013 list of 100 Best Companies to
Work For.
Take a read through some of the aspects
of the Top 10:
“Sports contest”
“Creative anarchy”
“Talent shows”
“Red Zone report”
“Gift Cards”
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21. Tip for the CEO: Create an Events Team
Make it their charter to create quarterly
events for the company
Include a few
top reps on
the team
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22. This picture is from an SBI client, Operative Media.
Twice/year, they have the Operative Olympics in
Central Park
Team uniforms mandatory.
½ day of sports, mental challenges
and laughs.
The day ends at the local watering
hole for beers and great stories.
The ROI with the team is
100X the cost of the
event
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23. Exit interviews are a
highly underrated way to
diagnose issues in your
sales force.
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25. Need Help?
Download this
Sales Exit Interview Guide
to help get you started.
GOOD LUCK!
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26. Learn More
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