#18: Jeff Spencer of Waste Management—Creating a Sales Environment Your Reps Won't Want to Leave

This week's guest is Jeff Spencer, Sr. Director of Sales Operations and Marketing at Waste Management. Jeff is the architect of one of the most sophisticated sales organizations in the world. Jeff's team of over 3,000 salespeople has impressive results and ridiculously low turnover. Much of the loyalty that a rep has for a company comes from what the coaching process is like, and at Waste Management, Jeff has brought consistency and discipline to the coaching process. He has three traits that have led to his success:

1. The ability to be decisive
2. He's not afraid of change, and
3. He takes ownership of the change mindset. Under his direction, coaching is not just for underperformers. Jeff believes in the power of self-correction and shared vision to ensure the success of every rep and his results speak for themselves.