Welcome to the third and final part of our winter series on The Great Resignation! We’re glad you’re here. Thanks for sticking with us for a few weeks and reading up on the global phenomena of resignations and reshuffling with us. It’s been a wild ride.
If you’re not fully up to speed, feel free to peruse parts one and two real quick before you dive into this one because they lay the groundwork for an insightful webinar we had the chance to host last Friday, December 10th.
It was a candid, BS-free conversation with Amy Volas and Scott Leese, sales legends and the founders and co-hosts of Thursday Night Sales. (Shameless plug for sales pros—if you’ve never attended TNS and aren’t a part of that incredible community yet, you should fix that ASAP.)
So without further ado…
Let’s get to the good stuff! Below you’ll find the webinar recording, but we’ve also pulled a few of our favorite quotes and takeaways if you’re more of a reader than a watcher.
P.S. Here’s a link to the recording. (Fair warning: it’s gated + requires email.)
This webinar was hosted wonderfully by Derek Harvey, one of our sales development managers here at Lessonly by Seismic. He pulled no punches and asked heavy-hitting questions like…
- When it comes to developing sales reps, where do most companies get it wrong?
- What are true red flags that let reps know it’s time to find another job?
- How can companies keep their teams happy and thriving?
- How can emotional and psychological safety help keep people in seats and stop The Great Resignation?
In response to those questions and others, I have four in-no-particular-order observations that really stood out to me from the conversation between Amy, Scott, and Derek.
1. “We’re people. [Sellers] are not coin-operated robots here to make other people rich.”
This was a Scott Leese special. He was talking about psychological safety for sellers. Essentially, if you as a sales leader aren’t able to see that you’ve got a team full of people first and sellers second, then retention will become a problem—it’s only a matter of time. Scott touched briefly on his own struggles with health in his 20s and how having understanding folks around him made all the difference.
2. “Buyers will do business with you if you can do these five things.”
- Help them reach goals.
- Help them get better.
- Help them solve problems.
- Help them address their own pain points.
- Help them be the hero of their story not yours.
Amy Volas is the queen of knowledge drops like this. Rather than sticking to a script or reciting those value props until you’re blue in the face, she urges sales people to seek to help first. Learn their needs inside and out, and if you’re a fit, great, but if not, leave the deal alone. When sellers get to work on these kinds of deals with this approach, they’re happier. And they’ll stay.
3. “Set expectations early and often. Be honest with your people, and share the truth.”
This was another insight from Amy. She shared that the people who love their jobs the most are the ones who don’t feel like they’re in the dark. When managers clue them in on business problems, future plans, finances, on how quota was established for that quarter, salespeople are just better off. Work feels meaningful. No one has to wonder if there’s a common goal that they’re contributing to—they know the revenue they bring in matters for real.
4. Learned. Earned. Burned.
The final insight I’m taking with me is Scott’s answer to, “When is it time to leave a sales job and go look for another?” Basically, he believes joining The Great Resignation for sellers is fully justified when…
- They have learned everything there is to learn, and they can do their job on autopilot.
- They have earned everything there is to earn. President’s Club, promotions, base pay raises, etc.
- They have been burned. If you’re experiencing discrimination in any way or if you have a poor management situation with no light at the end of the tunnel, leave.
This was his advice to sellers, but employers, take notes—these things are like salesperson repellant. Create a sales org that works to keep people learning, earning, and doing whatever the opposite of “burning” is.
Here’s a bonus #5 just for fun.
At the end of the webinar, our hosts recommended their favorite books that have helped them be the kinds of leaders that can stop The Great (Sales) Resignation:
- Atomic Habits by James Clear
- The Power of Habit by Charles Duhigg
- The Art of Showing Up by Rachel Wilkerson Miller
- All books by Simon Sinek
Lessonly is another great way to combat The Great Resignation
Thanks for reading this series! We’d be remiss not to mention our favorite weapon of choice against The Great (Sales) Resignation—Lessonly by Seismic’s training, enablement, and coaching software. More than four million people at 2,000+ teams love it, and we think you might, too. Figure out if Lessonly by Seismic is for you and your sellers by checking out this intro or booking time with us.