BY C. Lee Smith
Did you know that the average sales manager experiences a 30% turnover rate? Our proprietary research also shows that only 45% of sales managers use a sales skills assessment, like TeamTraitTM, when they are hiring. Using a sales skills assessment, along with the other tips I explain below, can reduce turnover in your department.
Why sales rep turnover hurts sales
A high turnover rate in the sales department is disruptive and expensive for every organization that experiences it. Sales managers who are constantly hiring and training new reps have no time to focus on achieving department goals.
Each time a sales rep leaves, the sales process is disrupted. Deals that were ready to close must be picked up by another rep who will need time to form a relationship with the prospect. And in other cases, promising leads never move into the sales funnel because of low staffing.
Top steps to reduce turnover
If you’re seeking to fill a sales position that has turned over multiple times, consider changing your process. Specifically, you’ll want to:
- Update the job description to accurately reflect the position
- Use a sales acumen assessment
- Onboard your new sales professional with the right training and support
Have you updated the job description?
In too many cases, I’ve seen job descriptions that do not match what the position entails. And after a person is hired in a situation like this, they may feel misled.
Has it been a few years since the job description was updated? Did someone in HR write the outline? To correct this problem, review the job description before posting it in recruiting channels.
Because job responsibilities change over time, it’s important to review the description regularly. For example, our research indicates that 31% of sales professionals use AI for customer research and business intelligence. If using AI technology is now part of the job for sales reps, mention it in your description. This is a top sales hiring tip to help you attract better candidates.
Another way to reduce hiring risk is to understand the psychometric profiles of other reps who succeed in your sales positions. Ask your reps to take an assessment through a platform like TeamTrait.
Are you using sales acumen assessments?
Assessments give you objective scores on a number of factors about the members of your team. In addition to understanding the details of their sales acumen, you can also learn about motivation.
Assessments give you objective scores on a number of factors about the members of your team. In addition to understanding the details of their sales acumen, you can also learn about motivation.
You can improve sales hiring results with trusted services like TeamTrait.
Matching rewards to employee motivation
With this information, you’ll know if you’re properly motivating your new sales hires. Many managers assume that the only way to motivate reps is through financial rewards. However, some reps are more interested in wanting to learn new things or the ability to show their creativity at work.
How to test the sales acumen of top candidates
It’s one thing to listen to the sales pitch of candidates who you interview. You can admire their style. But allowing yourself to be sold on the basis of an interview could lead to trouble.
Another of my top sales hiring tips is to take the emotion out of the hiring process and rely on objective data points instead. Ask your candidates to take an assessment. TeamTrait stands apart from the competition because the platform includes a Sales Acumen situational judgement test.
The resulting scores will show how the candidate compares to others in key sales skills:
- Preparation
- Discovery
- Problem-
solving - Closing sales
How sales assessment tests reduce turnover rates in sales teams
Sales assessment tests reduce the turnover rates in sales teams in many ways. First, all candidates answer the same objective questions. The scoring reveals which candidates are best suited for the job and have the best sales skills. Companies that hire top scorers will have employees who know how to do the job and are motivated to do the job.
In addition, sales assessment tests also reveal the best skills for each candidate. Once hired, managers will know which skills to focus on as they train their new employee. This knowledge allows them to quickly transition their new team member into a productive sales rep.
Don't let a coaching need stop you from hiring a great candidate
Often, you’ll find that candidates excel in one area, but not in another. In fact, salespeople tell us they struggle most with handling objections, finding the person who controls the budget and getting testimonials.
Sales managers agree that reps struggle with objections and getting to the budget person. But their top issue is that reps don’t properly conduct pre-
Have you optimized your onboarding process?
If a candidate’s answers about pre-
If a candidate with weaker sales skills is open to coaching, give them a second look. When you customize training and coaching to their needs, you may end up with an outstanding sales rep. This is a top issue to address in your onboarding process.
Coaching and training do not come naturally to all sales managers. If you’re struggling to find the best approach, check out the Difficult Conversations Coach tool in TeamTrait. This tool will lead you through a question-
Best ways to reduce sales rep turnover
The best way to reduce sales rep turnover is to start with the hiring process. Talent acquisition teams should update the job description to reflect the position. They can then use sales skill assessments to identify candidates who possess the necessary skills to do the job.
In addition, hiring managers can ask candidates to take behavioral assessments. With this information, they will learn which candidates have the best fit for the position and with the manager. They can also customize a training and coaching schedule that matches the new hire’s needs.
With the right tools and focus, managers can learn how to reduce attrition in sales.
Sales turnover reduction list
Follow this list to reduce sales turnover:
- Customize the job description
- Use sales assessments
- Use behavioral assessments
- Personalize coaching and training to the new hire’s skills
39% of sales professionals are actively seeking another job with another firm. That’s not a number that any sales manager wants to experience. Using these top sales hiring tips will help you increase retention of valued team members.
Image by Resume Genius on Pexels.
How can sales assessment tests reduce turnover rates in sales teams?
A sales skills assessments tests can reduce turnover rates in sales teams in a few ways. First, the tests show which candidates have the will and skill to sell. Second, the assessments highlight the kind of work environment and coaching the rep will need to deliver optimal results.
Why do sales reps leave their jobs?
Sales reps often leave their jobs because of issues with their manager. They may feel their manager treats them unfairly or has unrealistic performance expectations. They may also leave their jobs because they don’t see a clear career path or because they want to earn more money.
How do you improve sales hiring results?
You can improve sales hiring results by ensuring that the job description matches the duties required for the position. Using sales skills and behavioral assessments help to identify candidates that have the best match in skills and traits to do the job.
How can onboarding reduce employee turnover?
When onboarding is customized, it can reduce employee turnover. Managers who take the time to personalize coaching and training show they are intent on helping their new team member work to their potential. The onboarding process can also include adjusting the work environment to match the needs of the new employee. Taking these steps during onboarding shows a willingness to assist employees as they transition into their new role.
