Professional development key to sales rep retention – Xactly

Inadequate professional development and better paying alternative job opportunities are the top two reasons why sales representatives voluntarily leave employers, according to research by the Sales Management Association (SMA) for sales software provider, Xactly. According to the survey, less than half of organisations are satisfied with their sales rep retention levels and consider less than one out of five hires over the past 24 months to be successful.

Bob Kelly, chair of the SMA, said:

‘A large majority of companies are dissatisfied with the success rates for new salespeople. However, by directly linking training and coaching to sales achievement, the survey also clearly reveals to management their best opportunity to improve performance and retention.’

‘Research Brief: Salesperson Retention and Turnover’, Sales Management Association, sponsored by Xactly: http://salesmanagement.org/resources/single-article/research-brief-salesperson-retention-and-turnover