Having a client retention strategy and processes in place can drive improvements in revenue performance. Here are three strategies to improve client retention and revenue performance. 👇 https://hubs.ly/Q02Pk4sS0 #clientretention #revenueperformance #salesstrategy
The business thrives on new business development and compensates sellers to focus there. Corporate shareholder meetings talk about the amount of new business, but rarely report on retention. Many don’t consider the cost of sales and are not set up structurally in a model to support retention. Until a more robust support structure is activated and compensation is realigned to support and incentivize retention, the leaky bucket is only going to get bigger holes. Sellers will be exhausted and churn out negativity impacting the customer experience. Sellers can do all the things you mentioned if they had more selling time rather than the less than 20% they do today due to the fact that they are responsible for the end to end lead gen, sales process, fulfillment, etc. Imagine what 10% improvement in customer retention could do at scale. And the answer from the boardroom simply can’t be “sellers can do more”.
Committed to sales excellence through sales process optimisation.
3moCouldn't agree more. Hope is not a strategy and working it out as you go along is not a process.