Question

One of your senior sales reps comes into your office and tells you she will be leaving in two weeks. When you ask why she is choosing to leave after so many years, she informs you she is discouraged about not meeting sales goals and wants to pursue other interests. During lunch, you relate the story to a colleague. He tells you about the idea of expectancy theory and gives you several ideas for persuading the employee to stay. Which idea is most likely to work?

Answer 1

Offer the employee a 20% raise if she meets sales goals, plus offer weekly mentoring on prospecting, negotiating, and closing sales deals.