Great Coaches Step Up When the Game is On the Line

Sales rep turnover is inevitable and even more likely in today’s environment. But with the right strategy and tools, you can handle such losses – whether planned or not – in stride.

We show you precisely how in two plays you can activate with Read the plays below for smart moves you can make and overlooked opportunities you can seize when your sales team composition changes.

Play 5: Hang On to Vital Intel When Your Players Switch Teams

Play 6: Make the Most of Your Resources

Play 5

Hang On to Vital Intel When Your Players Switch Teams

No matter how hard you work to retain talent, you’re going to lose salespeople when the economy slows and the work environment changes. However, this might not be bad. If you’ve acknowledged and rewarded your best talent, you’re more likely to see lower-performing reps walk out the door. When that happens, you cut expenses without suffering a material impact to the top line.

That said, even mediocre reps gather valuable information that will help your business. They know people and have context on accounts and deals based on the activity they’ve driven. You need an insurance policy to ensure that when salespeople leave, this valuable data doesn’t leave with them.

By capturing activity data the moment it’s generated and automatically uploading it to CRM, keeps vital contact, account, and deal information inside a company’s walls even when employees move on. This creates continuity for managers and the new reps who step in.

Context is everything

Keep in mind that it’s not enough to simply capture activities and drop them into CRM. Information like email exchanges and meetings needs context. Without knowing which accounts and opportunities the information relates to, it’s useless. But linking a calendar appointment from Outlook or Gmail to a deal in Salesforce is easier said than done.

Take a meeting between a rep and someone at GE, for example. GE operates multiple subsidiaries and regional divisions, each the potential source of several deals. So how does know which associations to build? Once again, we put AI to work, analyzing hundreds of signals such as meeting participants and the meeting description to intelligently establish the right links.

When information is matched the right way, it’s easy to understand exactly what’s happening in an account—who is involved and activities to date. More importantly, it’s easy to identify what still needs to be done to move relationships and deals forward.

Even if the salesperson who worked a deal is gone, new reps can pick up without missing a beat. One of our account executives experienced this firsthand upon joining With access to vital information on the accounts she inherited—including the key players and activities to date—she reviewed months’ worth of client interactions in a few minutes. By picking up this valuable context, she ultimately closed a deal that had been initiated long before she joined.

Put intel and stats in everyone’s hands

Be sure to package this valuable data in a usable way. Using dashboards, you can display a 360-degree view of accounts and contacts to unite all relevant information in a single view, making it easy for managers and salespeople to access during account planning and coaching sessions. You can also feed contact information into your company’s marketing automation systems via CRM where it can be used to power ABM campaigns, revive deals that have gone cold, and accelerate deals in flight.

Play 6

Make the Most of Your Resources

Salespeople turnover will inevitably rise as the sales environment becomes more challenging and your company exits underperforming reps. Typically sales and operations leaders don’t adjust territory and account assignments more than once a year due to the disruption this causes. But higher rep turnover provides the opportunity for sales and operations leaders to tune resource allocations more frequently without creating major disruptions. These adjustments can offset some (and in rare occasions, all) the productivity loss that stems from attrition.

In a very real sense, your company can do more with less. Fewer reps means lower expenses while smart resource reallocation increases the productivity of your remaining salespeople to protect top-line revenue. Lower expenses and consistent revenues translate to healthier margins—just what companies are looking for when the economy is contracting.

Refine territories based on activity data data brings added clarity to territory definition. Once you’ve identified your A players, you’ll also know your B and C players. In addition, you’ll know exactly how much activity they’re driving on an account-by-account basis. Here are three steps that will allow you to use this information to enhance they way you cut territoires:

  1. Analyze the account-level activity data that captures to determine which accounts aren’t being touched. Reassign these accounts to more active reps or group them to create entirely new territories.
  2. Next look at stakeholder coverage levels—the number of contacts associated with each account—to spot accounts where you’re single threaded. These accounts are at risk if your main contact moves on. Either coach account owners to improve or consider re-assigning these accounts to reps who understand how to identify buyer circles and who can engage multiple players.
  3. Lastly, identify non-core accounts where activity is high. Since you’ve already determined that these accounts should be a lower priority, dial down activity by moving reps and resources away from them.

Reassign Accounts that Haven’t Been Touched

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Thanks for reading these two essential plays for sales leaders managing remote teams: How to hang on to vital intel and make the most of your sales territories when players switch teams.

Download our Executive Playbook: Winning With a Remote Sales Force for the other four plays that will position your organization to thrive with a remote sales force.

Download our Executive Playbook

Winning With a Remote Sales Force for the other four plays that will position your organization to thrive with a remote sales force.

Download our Executive Playbook