Current Events

1. BSC’s 2015 Sales Force Retention Survey.

Survey link: https://www.surveymonkey.com/s/sales-retention.

We invite you to participate in a very timely survey related to Sales Force Retention. We’ve all seen the recent headlings that bode well for the economy:

  • “US Economy Adds More Jobs Than Expected in April 2015”
  • “Economic Growth to Continue in 2015”

However, there is another side of the story as evidenced by other recent headlines:

  • “US Workforce Expected to Experience Massive Shift in 2015”
  • “Survey Results Show 36% of Employees are Looking for a New Job”

When one considers related studies showing total costs of turnover at 100%+ of base salary, then these developments may be of great concern to those in sales or HR leadership roles.

Unwanted turnover of good sales employees can be even higher and more costly than what those studies indicate. Open positions can lead to inadequate sales force deployment and coverage gaps. Open territories and inactive management of key clients can invite competitive encroachment. The time and costs required to find and ramp up a new salesperson can lead to lengthy periods of reduced sales performance and productivity. The net results of sales force turnover are lost sales and increased costs, and under any circumstances, your high performing salespeople are always in demand.

To help address these concerns, BSC is sponsoring and conducting a timely survey on sales retention/turnover.  For participants, we expect to share detailed data on:

  • Recent and historical turnover statistics
  • Prevalence and degree of turnover / retention concerns
  • Reasons for turnover
  • Tactics organizations are taking to try to counteract any unwanted turnover

You and your organization are invited to participate, and all responses will be confidential. Full summary results will only be shared with survey participants. The survey should take no more than 10-15 minutes, so please follow this link to participate: https://www.surveymonkey.com/s/sales-retention.

2. IBM Vision 2015 in Orlando, May 17-20, 2015.

Clinton Gott and Per Torgersen completed another year of our popular sales compensation workshop where we covered sales compensation basics and helped answer your specific sales compensation questions. We covered important questions such as: How should you manage pay mix and upside opportunity? What measures are most appropriate? Should we use pure commission plans or quota-based plans? What sort of design process should we follow to balance the needs of finance, sales, and human resources? Thanks to all those who attended. Please let us know if you’d like more information about the event or our series of sales compensation workshops.

3. WorldatWork’s Spotlight on Sales Compensation in Chicago, August 24-26, 2015.

The full BSC team will be in attendance, so please look our for our presentation slot and stop by our booth to say hello. Per Torgersen and Clinton Gott will be presenting on “Sales Compensation Concepts for Retaining Your High Performers”. BSC will be running a Sales Force Retention Survey in conjunction with our presentation, and we will be sharing highlights of the study as well as offering perspectives on how to ensure you keep your best and brightest salespeople as the labor market continues to tighten.