Ep 037 Three Ways Sales Leaders can Accurately Measure Retention vs. Churn

07/07/22 • 44 min

Mental Selling: The Sales Performance Podcast

Another day, another salesperson gone. Lost to a toxic workplace. Or a lack of empathy. Or misalignment. What if your sales team could increase retention? What can you do to decrease churn? Is it even possible with the traditionally high turnover of sales? The key lies is empathy. 🗝️ This week, Ronda Robinson, Founder of Robinson Alliance Group, joins me to discuss recruiting and retaining salespeople while maintaining a healthy work culture. According to Ronda, your business must: 💥Lead with empathy and intention 💥Set sales teams up for success by understanding who are the Hunters and who are the Farmers- and nurturing both 💥Avoid paying a 'people tax' by paying attention to the human aspect of workers Following these guidelines from recruiting to retaining will foster an environment where salespeople are: 💥Excited to come to work 💥Set up for success and growth 💥Retained long-term Join us on the latest episode of Mental Selling to learn more about breaking the high-churn culture of sales and fostering a revolutionary sales culture in your business. “When we don't pay attention to the personal side of people, what they have going on inside, then you will pay a people tax.” — Ronda Robinson

Previous Episode

Ep 036 Creating the Successful and Resilient Sales Team

Your sales journey is like a book. There are different chapters for different stages and each unwritten page is just another part of the process that hasn’t happened yet. Everyone starts their book at a different stage. Some are the team’s A-Players that were born for sales. Others need some coaching. Regardless of where the book begins, the next chapter relies heavily on the sales leader involved. Hear our conversation with Leigh Ashton, Founder & CEO at The Sales Consultancy, where our discussion includes: - The difference between a good and great sales leader - Creating psychological safety for a sales team - How a growth vs. fixed mindset determines a sales team dynamic - The 10-80-10 rule of sales teams “An assumption that would really inhibit an organization's growth is to think that training, on its own, is the end of the story; it is just step one of a multi-step process that takes a person from where they are to where you'd like them to be.” — Leigh Ashton

Next Episode

Ep 038 Modern Selling Practices: Using a Spear, Not a Net

If you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal. In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catch) can still have their place. However, with the influx of sales tools, throwing a spear to catch exactly what you need is the modern approach. Hear our conversation with Jamie Shanks, author of Social Selling Mastery and Spear Selling, where we discuss: ● The interconnection of modern, social and account-based selling ● What scares sales people from performing at their best ● Preparing for the possible economic downturn As a sales professional, you only control two things: the decisions you make and the actions you take. Building intention and focus through these actions is essential to overall growth and success, both professionally and personally for salespeople. With the huge influx of sales enablement tools, it is possible and preferable to catch exactly what you want without sorting through the extra noise. Jamie explains the intricacies of learning to fish with a spear in sales. In addition, he offers invaluable expertise in aligning core values, creating intention in relationships in sales, and preparing for the future. “You have to believe that you are either making people money, saving them money, or mitigating risk: the three core value creators in a business.” — Jamie Shanks More information about Jamie and today’s topics: ● Follow Jamie on LinkedIn: https://www.linkedin.com/in/jamestshanks/ ● Pipeline Signals: https://pipelinesignals.com/ and Sales for Life: https://salesforlife.com/ FeedSpot has recently included us as one of their top 30 best sales podcasts: https://blog.feedspot.com/sales_podcasts/