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Sales Benchmark Index suggests custom exit interviews for sales. When an "A" player leaves, the standard HR exit interview does not get to the core issue of why they left. Exit interviews should drive action to stop future A player loss.
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Sales Training: A Player Exit Interviews
Are you ready to be world Class?
Website Email Phone
www.salesbenchmarkindex.com [email protected] 1-888-556-7338
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Standard Approach• Standardized HR exit interviews are too
generic for the sales organization• Conducted by 1 person (usually HR)• Sales Mgr coaches rep to “say good
things” so we can leave on a good note• Interview is filed away• Sales Mgr reviews for any disparaging
remarks on his performance
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Typical Insights• Rep is leaving for a “better opportunity”• Rep would “highly recommend” our
company to friends• Rep has outgrown the role
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People leave People• The best sales managers
take the loss of an A player personally
• Standard exit interviews are the tools of C Player managers
• Multiple viewpoints are needed
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4 Stakeholders in Exit Interview1. Peer – Another A player2. VP of Sales3. HR4. Sales Manager
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#1 Peer Stakeholder• Candid feedback acquired• Symbolism that we take the exit seriously• Focus on 3 things:• Job design• Your management style• When and why they decided to look
elsewhere
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#2 VP Sales Stakeholder• In person interview• VP flies to see A player not vice-versa• Losing an A player is worth your attention• Focus on 3 things:• Job design• Sales management• Company concerns
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#3 HR Stakeholder• Neutral position can offer valuable
feedback• Focus on 3 things:• Job design• Sales management• Company concerns
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#4 Sales Manager Stakeholder• Place yourself in listening mode• Use a format that forces robust feedback• Focus on only 1 thing:• The management style • Was it appropriate?• Did I spot your dissatisfaction early?• Did I challenge you enough?
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Final Step• Share the results• This is why Sally left• This is what we are doing about it
• Schedule a follow up internally 90 days out• Did we do what we said we would?• Have we learned anything else?
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Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com/
