Sales Readiness Leader to Share How Sales Force Engagement Promotes Talent Retention

Brainshark, Inc., delivering SaaS-based sales enablement and readiness solutions, will share strategies for driving sales talent retention at the Sales Enablement Society’s 2019 Annual Conference (SES 2019), Oct. 16-18, in San Antonio, Texas. Dedicated to “Driving the Future of Sales Enablement,” this year’s event will showcase how people, experience and technology can combine to drive sales growth.

The Sales Enablement Society is a volunteer organization. Members meet, engage and network with people involved in all facets of sales enablement – sharing goals, successes, feedback, questions and challenges.

Brainshark’s conference presentation will explore a persistent challenge for organizations across industries: sales rep turnover. A Glassdoor survey found 81% of sales professionals are looking for a new job. Yet each departing representative costs companies more than $97,000 annually, according to industry data, in lost recruiting and training costs, as well as lost sales. So attracting, retaining and maximizing sales talent are critical areas.

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Brainshark’s presentation will explore how sales enablement can help. Details include:

Title: “Generation X, Y or Z: How Do You Keep Me? Engagement is Key”

When: Friday, Oct. 18, from 10:15-11 a.m. CT

Where: The Westin Riverwalk Hotel, San Antonio, Texas

Speakers:

• Liz Pulice, vice president of sales enablement, Brainshark
• Julie Greenfield, director of sales enablement and readiness, Brainshark

Highlights: Sales rep turnover is a top-of-mind issue for most executives, but not enough attention is paid to the relationship between turnover and engagement.

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Fostering a fully engaged sales force – one that’s emotionally committed to both solving buyer problems and achieving its organization’s goals – has a dramatic, positive impact on retention. A new, Brainshark-sponsored study from CSO Insights, the research division of Miller Heiman Group, reports that “engaged sales forces experienced far lower voluntary and involuntary turnover rates than unengaged sales forces”¹ – with voluntary turnover, for example, dropping 30%.

Attendees will learn what sales rep engagement means and how to drive it, including among different generations, personality types and learning styles in the workforce. The presentation will also share how sales enablement departments can spearhead talent recruitment, development and retention initiatives that positively impact productivity.

“Happy and engaged sales reps often lead to happy and engaged customers,” Pulice said. “With the right combination of onboarding, skills development, career pathing and more, you can create an environment where reps want to learn and want to stay – and where they’re maximizing the value they deliver to customers and prospects.”

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