The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact

The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact

The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact

The Zero-Turnover Sales Force: How to Maximize Revenue by Keeping Your Sales Team Intact

Synopsis


There's no question about it... Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson's exit often costing at least 150% of that employee's annual compensation, a high rate of turnover can translate into millions of dollars lost each year.

The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat "the 12 Assassins of Sales Force Stability," such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations.

Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management.

Excerpt

The very essence of leadership is that you have to have vision.
You can’t blow an uncertain trumpet.

—THEODORE HESBURGH

Chains of habit are too light to be felt until they are
too heavy to be broken.

—WARREN BUFFETT

Their words sing an anthem of success. Theodore Hesburgh is a longtime civil rights crusader and president of Notre Dame University, and Warren Buffett was once crowned by Forbes magazine as the richest person in the world. We could have opened with those quotes simply because the combined wisdom of a noted educator with 35 honorary degrees (a Guinness World Record) and a noted philanthropist who was once reportedly worth around $62 billion carry their own validations. The reason they’re here, though, is that they trumpet the exact message that’s at the heart of this book:

Look forward confidently and break away from the old habits that
hold you back.

I began selling when I was just out of college and managed my first sales force a few years later. Since then, I’ve managed, worked with, consulted, or employed sales forces in many different types of business. Despite all the differences in what they sold and where they . . .

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