The Sales Force Turnover Challenge

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Jun 12, 2013

A sales leader confronts the following statistics listing the top three reasons behind the high number of salesperson departures last year.

1. 32% of departing salespeople left primarily because of their relationship with their first line manager

2. 27% of departing salespeople left primarily because of inadequate pay

3. 21% of departing salespeople left primarily because of the lack of promotion opportunities

Is it time to upgrade the first line managers, enhance pay, and revisit promotion opportunities?


>
Read More

Are You Paying Enough Attention to Your Sales Force?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Apr 15, 2013

There's a question all top managers should ask: "How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?"

There are several reasons that question is so important.


>
Read More

Does Your Company Have the Right Number of Salespeople?

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Feb 27, 2013

For sales managers, this is not an easy question to answer. The number of salespeople affects profitability by impacting both revenues and costs. It's easy to estimate costs by looking at historical compensation, benefits, field support, and travel costs per salesperson. But it's much more difficult to predict revenues, as it requires understanding how complexities such as customer needs, the economy, and the effectiveness of your and your competitor's salespeople, influence a sales force's ability to generate sales.


>
Read More

Want Success In Your Sales Org? Look to the Middle

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Thu, Jan 17, 2013

To build a great company, it's important to have strong executives leading the sales organization. But just as in the military, talented top officers can't make up for weakness in the ranks of frontline leaders, the mid-level managers who are vital in driving day-to-day sales performance. "In any sales force, you can get along without the vice president of sales, the regional sales directors, and the training manager," a sales leader once told us. "But you cannot get along without first-line sales managers."


>
Read More

In Sales Management, the Waning Power of "Push" and "Pull"

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Dec 19, 2012

Salespeople generally have a great deal of autonomy in deciding which customers and products to focus on, how hard to work, and who to collaborate with. At the same time, sales leaders and managers try to affect the choices salespeople make using two predominant forms of influence—"push" and "pull".


>
Read More