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Finding and Retaining Top Sales Talent | Jordana Matsos
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We’re going to let you in on a secret. The reason you’re not attracting -- or keeping -- the best salespeople is likely because of your commission structure. Chances are it’s just not achievable.
This week, Mark is joined by Jordana Matsos, founder of the sales-focused recruitment agency Hirequity. Using her unique background in HR and corporate sales, Jordana gives us strategies for building commission structures that allow you to recruit better salespeople and hold on to your top sales talent.
This includes creating a challenging yet achievable commission plan that allows your sales reps to feel like they're a part of the company’s success story.
Here are some of the topics Mark and Jordana discuss in this episode:
Data and insights HR should share with your sales department
Aligning your marketing and sales departments
Businesses that coordinate well between their sales and HR departments
The biggest challenges small and medium-sized businesses face when hiring new salespeople
What enterprise-level businesses do better than small businesses
Aligning compensation with both individual and company goals
Don’t wait to set up a commission structure
Avoid “building the plane while it’s flying”
Why every business needs an employer-value proposition
Make on-target earnings a priority
Ways to significantly reduce turnover in your sales personnel
Metrics to set an achievable commission structure
Three reasons you’re struggling to keep top salespeople
Make your commission plan challenging but achievable
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