Decision Maker Dialogue
You are meeting with a company that has 200 total employees.
-25% of the workforce turned over in 2025
-All turnover occurred in customer-facing roles
-The average annual salary for these roles is $75K
-Industry data estimates that the true cost of turnover for a customer-facing position is approximately 9× annual salary, accounting for (lost revenue, ramp time, training, customer disruption, among other opportunity costs)
Based on these assumptions, what is the TOTAL cost of employee turnover for the organization in 2025?
$33,750,000
I'm often described as the battery pack.
Who is energy units?
I'm the most difficult pattern to close on the first call.
Architect
What does the acronym EBITDA stand for?
What is earnings before interest, taxes, depreciation, and amortization.
Who is Mike DePauw.
When selling to me, you need to focus on the top line of the P&L.
Who are high As.
I'm all about high risk, high reward. I am the best door to door sales person.
Who is a daredevil.
What are the 3 financial report cards?
What is the balance sheet, P&L/Income Statement, and Cash Flow Statement.
I call low As Jesus.
Who is Mark Connelly.
I may give away margin in order to be liked.
High Bs
I'm not mentioned in the workbook because my presentation is unpredictable.
Who is a chameleon.
What financial report card will be impacted most when when there is a C player in A/R?
Cash Flow Statement.
I am the most educated outlier.
Who is Dr. Kim Watson.
A key pain point for your current prospect is employee disengagement. Their total headcount is 400. Average salary is 80K.
According to Gallup:
-The cost of a disengaged employee is approximately 34% of annual salary
-69% of working Americans are considered at least somewhat disengaged
Based on Gallup’s data:What is the estimated annual cost of disengagement for this organization?
$7,507,200
When selling to me you need to focus on risk and the bottom line of the P&L.
Who are high Ds.
Perfection doesn't come in a 40 hour work week.
Who is a technical expert.
We are considered the best dressed male and female at Culture Index.
Who is Claudeen and Sumeet.
If it takes 6 months for a new sales executive to reach optimal performance, how much does ramp time cost an organization if average monthly revenue for a ramped employee is 100k?
600k
I am driven to action when I am provided clarity, reassurance, and risk is removed.
Who are low As.
Gary often describes me as effervescent. You can rent me, but you can't own me.
Rainmaker.
This line item often makes up 70% or more of total operating expenses in organizations.
I'm a regular at Burning Man.
Tawnya Starr