Counteroffers are common in recruitment. Our sales recruiters see it a lot within the sales industry. However, it’s a situation many sales companies would like to avoid when trying to hire and when trying to retain talent. It can make the hiring and retention process somewhat messy, and it could even lead to losing a great talent. 

If you’ve had a lot of employees try to counter your offer of employment, it’s important to question why:

• Is your salary offer lower than the industry average?
• Are you making competitive offers?
• Are your competitors offering better compensation packages?
• Are you targeting the right candidates? 

If you are constantly dealing with counteroffers from sales employees and candidates, there is a reason. You just need to dig in and find out what it is. 

Actions to Take to Avoid a Counteroffer Situation

Here are some proactive steps you can take during the hiring process to reduce the odds of finding yourself in a counteroffer situation:

• Know current salary expectations: The most common reason for a counteroffer is salary. Whether an employee is exploring jobs elsewhere or you have a candidate who is looking for a better offer, it usually comes down to money. If you are out of touch with current salary expectations or pay on the lower end of the industry average, expect people to request more money. 

• Understand the person’s motivation: When interviewing candidates for open positions, learn as much as you can about the person’s desire to leave their current employer. Is it salary? The desire for more opportunities? Knowing what truly motivates people can help you craft an offer that is in alignment with what the candidate seeks. 

• Offer a great workplace experience: People want to work for great employers. They want to feel valued, have a clear career path, and work in an engaging environment. If you can offer this, people will be less likely to leave. They will also be less likely to counter an offer of employment if you have a strong employer brand. 

If you can master the above actions, you’ll be less likely to find yourself in a counteroffer situation when hiring or looking to retain talent in the sales industry. 

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SalesForce Search is a sales recruitment agency that specializes in hiring sales rockstars. Hiring top salespeople is tough. Only 55% meet their quota. Our proactive approach recruits talented salespeople before they hit the market. As North America’s leading sales headhunter we recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. To find your next sales rockstar, start your search here.