Here’s how to retain your best sales person.
Your sales force is your company’s soul. Your best sales people put their blood, sweat, and tears into growing your revenue. If your reps have the reputation of being the best, you want to lock them in. Naturally, they’ll be coveted by your major competitors. If you’re not careful, they might jump ship if a great offer comes along.
In order to retain your best sales person you have to make him feel appreciated and wanted so he becomes too loyal to consider leaving your company. Need some tips? Here’s how to retain your best sales person.
Although sales reps should have some leeway to get things done the way they want, they should also be supported. It’s up to the manager to do this by being involved as much as possible. By working with your reps to establish goals and budgets, making joint sales calls, attending sales meetings, and working through tough problems, you can give them the chance they need to grow and succeed. If you’re being a dictator in your managerial role, you’re going to distance your reps, when you should be creating a strong bond with them by helping them develop their skills in every possible way. This bond is what will help you retain your best sales person.
One of the most common reasons reps leave their current positions is because they feel stuck. They’ve been doing the same tasks day in and day out for years. They aren’t challenged. They’re bored. To retain your best sales person, ensure that you’re constantly challenging him with interesting and varied tasks. Don’t let your best rep feel miserable making cold calls all day long.
If your sales reps feel like they’re not getting anywhere in their jobs, they’re going to look to greener pastures. To retain your best sales person, invest in professional developing. Sign him up for conferences and webinars and pay for school courses that can further develop his career. Make sure that he can grow both personally and professionally. Additionally, make sure he can grow vertically in your company. That is, if you have higher management positions opening up, don’t hire from the outside. Look to your best sales person to fill the job. It’s better to retain your best sales person and have him on board as a manager than to lose him to a competitor.
With the hustle and bustle of your busy office, it can sometimes slip your mind to give your best sales person a high five or “good job” after a big sale—or even a small one. Although unintentional, this can make your rep feel undervalued and unappreciated. Make sure to always give credit when it’s due, encourage your reps when they need it, and show your appreciation for their hard work. Make sure you show respect so you can retain your best sales person. A little respect will go a long way to making your reps loyal team members who work smarter and harder.
Sometimes, all it takes to retain your best sales person is to invest monetarily in him. But if you can’t afford to increase his salary, consider offering other perks. For example, offer that big office with the great view, the use of a company car, laptop, or cell phone, flexible work hours or work-from-home days, or that week-long vacation bonus at the end of the year.
Superstar sales reps are extremely valuable. In order to retain your best sales person, support him, challenge him, provide opportunities for growth and development, provide encouragement and appreciation, and offer him additional perks. Don’t let a competitor steal him away because you’re not taking care of making sure he’s happy in his current position at your company. Losing an exceptional sales person can be detrimental to your company’s morale, profitability, and productivity.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.