13 апр. 2016

6 Tips to Retain Your Top Sales Talent

In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organizations must pay to find and vet potential new hires; they also need to invest at least six months and many person hours getting the newby up to speed and transformed into a contributing member of the organization. That initial investment can include helping them up and over the steep learning curve to know your product/services line by heart, as well as helping them understand how to sell to what could be an unfamiliar demographic for them.

Ultimately, you’d like your new hires to be whistling while they work to bring in business and increase your earnings. But if your organization suffers from RDS (Revolving Door Syndrome), you’ll squander company dollars making up for your attrition rate. In other words, until you get to the source of your retention problem and remedy it, you’ll keep feeding monster.com.

On average, it takes seven months and around $30K to find and onboard a new sales rep, according to a study by the Aberdeen Group. Such associated costs should be expected if your organization is in growth mode. Growth is a good problem to have! But if turnover is high year over year in your sales department, you’ve got a systemic problem. Even worse is losing top performers when they decide to move on to a better opportunity. Suddenly you’re busy trying to plug leaks in a ship from which everyone’s jumping.

From the Get-Go, Be Honest About Expectations
Just as you need to know who your prospective sales reps are, they need to know what sort of work environment they might be bringing their lunch box and framed family photos to. Signing them on to what they hadn’t bargained for will hurt you as they grow disgruntled and cynical on the job and/or quit in frustration. Instead of that fiasco, set realistic expectations at the interview stage, being honest with prospective hires about the workplace. You don’t need to scare them off, just be upfront about challenging aspects they might face at your company. If they’re good, they’ll understand that no sales opportunity is without its pros and cons.

Setting Realistic Goals and Monitoring Progress
Because sales folks are a competitive bunch, you can set goals for them that are challenging—but also attainable. And in doing so, don’t fail to provide the resources necessary to reach those goals. Keep tabs on individual contributors’ progress, and hold supportive one-on-one’s in which you discuss their performance. What you’re doing here is opening the lines of communication regarding job performance, and revealing where improvement and coaching are needed. Ever-competitive, your sales reps will take up the gauntlet.

Outline Realistic Goals and Coach Accordingly
While we’re on the topic of coaching … one of the best investments you can make in your new hires is to coach them. Coaching benefits the company by increasing staff competency rate, while at the same time signaling to your workforce that they are worth investing in. Coaching is something we’ve blogged and “articled” about before because it’s so important for the health of a company. Failing to nurture reps through ongoing coaching will result in a workforce that’s frustrated at being underprepared and under-supported when doing their job.

Reexamine Your Compensation Package
Money is on the mind of top-performing sales reps. They’re not coming to work for the free instant cocoa in the breakroom (with or without mini marshmallows). Casual Friday isn’t tooting their horn. If not properly compensated, they’re likely to shop their résumé around to more generous companies. Reexamine your compensation package on an annual basis, taking into account what’s being offered at competing organizations. Tiered plans with rewards for top performers can attract stronger candidates, as can additional compensation for lower-performing but still valuable reps. Put this question through the thought mill: How much are you saving with your slim-pickings compensation compared to how much you’re losing in attrition costs each year?

Engage in Incentivizing
Developing fun and creative ways to show your appreciation for your valuable staff will further motivate them to stay with you. Incentives such as gym memberships, flex time, additional time off, even an in-house concierge will build loyalty; they also promote a more stress-free work environment. Holding weekly, monthly, or quarterly sales contests will additionally motivate your naturally competitive sales staff to do their best.

Exit Interview: What Went Wrong?
Sometimes despite a company doing everything right for their employees, they lose top people. That’s just a difficult reality you face in business. But these days too many companies fail to take advantage of a relatively painless datamining tool: the exit interview. If you want to know why Jane or John Doe is “breaking up with you,” sit them down one on one and ask why they’re resigning. And don’t have their direct supervisor be the one doing the asking—you don’t want those on the way out to hold back anything. Ideally, the exit interview should be conducted by a member of the HR team.

Remember, when it comes to employee retention, it’s one thing to get them to say “I do”; it’s another to hold them and keep them.

101 thoughts on “6 Tips to Retain Your Top Sales Talent”

  1. Howdy very cool blog!! Guy .. Beautiful .. Amazing .. I’ll bookmark your blog and take the feeds also…I am happy to seek out a lot of useful information here within the publish, we’d like work out more strategies on this regard, thank you for sharing. . . . . .

  2. An impressive share, I just given this onto a colleague who was doing a little analysis on this. And he in fact bought me breakfast because I found it for him.. smile. So let me reword that: Thnx for the treat! But yeah Thnkx for spending the time to discuss this, I feel strongly about it and love reading more on this topic. If possible, as you become expertise, would you mind updating your blog with more details? It is highly helpful for me. Big thumb up for this blog post!

  3. Hi there are using WordPress for your site platform? I’m new to the blog world but I’m trying to get started and create my own. Do you require any coding expertise to make your own blog? Any help would be greatly appreciated!

  4. Nice post. I learn something more challenging on different blogs everyday. It will always be stimulating to read content from other writers and practice a little something from their store. I’d prefer to use some with the content on my blog whether you don’t mind. Natually I’ll give you a link on your web blog. Thanks for sharing.

  5. Hello there! Do you use Twitter? I’d like to follow you if that would be ok. I’m absolutely enjoying your blog and look forward to new posts.

  6. Somebody essentially help to make seriously posts I would state. This is the very first time I frequented your web page and thus far? I amazed with the research you made to make this particular publish amazing. Fantastic job!

  7. That is really attention-grabbing, You’re an overly skilled blogger. I have joined your feed and look ahead to in the hunt for extra of your magnificent post. Additionally, I’ve shared your web site in my social networks!

  8. Whats Going down i’m new to this, I stumbled upon this I have found It positively helpful and it has helped me out loads. I hope to give a contribution & assist other users like its aided me. Great job.

  9. I’m still learning from you, while I’m trying to reach my goals. I certainly love reading everything that is written on your website.Keep the tips coming. I enjoyed it!

  10. I’ve been exploring for a little bit for any high-quality articles or blog posts on this sort of area . Exploring in Yahoo I at last stumbled upon this site. Reading this information So i’m happy to convey that I have an incredibly good uncanny feeling I discovered just what I needed. I most certainly will make sure to don’t forget this website and give it a look on a constant basis.

  11. Hey there, You’ve done a fantastic job. I will definitely digg it and personally recommend to my friends. I am confident they will be benefited from this website.

  12. Pingback: Google
  13. Pingback: VIAGRA ONLINE
  14. Pingback: zimorodok udarenie
  15. Pingback: Pek
  16. Pingback: best dildos
  17. Pingback: vibrator challenge
  18. Pingback: how to use a dildo
  19. Pingback: biography wiki
  20. Pingback: panty vibe
  21. Pingback: css notes
  22. Pingback: FREE XXX VIDEO
  23. What i do not realize is in truth how you’re now not really a lot more smartly-appreciated than you may be now. You’re so intelligent. You understand thus significantly with regards to this topic, made me for my part believe it from a lot of various angles. Its like women and men are not involved until it’s something to accomplish with Girl gaga! Your own stuffs excellent. At all times handle it up!

  24. Pingback: best sex swing
  25. Pingback: remote underwear
  26. Pingback: massage g spot
  27. Pingback: onewalmartwire
  28. Pingback: Naijaloaded
  29. Pingback: sex toys for women
  30. I have read some just right stuff here. Definitely worth bookmarking for revisiting. I surprise how a lot attempt you set to create one of these magnificent informative site.

  31. Pingback: SSNI-659
  32. Pingback: terjemahan
  33. Pingback: VIAGRA
  34. Pingback: legionella testing
  35. Pingback: 우리카지노
  36. Pingback: 코인카지노
  37. Pingback: 예스카지노
  38. Pingback: veporn
  39. Pingback: 우리카지노
  40. Pingback: 더킹카지노
  41. Pingback: 코인카지노
  42. Pingback: CCRMG
  43. Pingback: CHEAP VIAGRA
  44. Pingback: using a dildo
  45. Pingback: sexy
  46. Pingback: Naija Banks
  47. Pingback: Google
  48. Pingback: powerful massager
  49. Pingback: fleshlight sex toy
  50. Pingback: PORN VIDEOS ONLINE
  51. Pingback: SEX ONLINE
  52. Pingback: Fantasy Whip
  53. Pingback: sexy lingerie
  54. Pingback: big tits
  55. Pingback: Vanguard Newspaper
  56. Hey there are using WordPress for your blog platform? I’m new to the blog world but I’m trying to get started and set up my own. Do you need any coding knowledge to make your own blog? Any help would be greatly appreciated!

  57. Thank you for all of the effort on this site. Kate really likes working on internet research and it’s really easy to see why. We all notice all relating to the lively method you render vital steps via your blog and even attract participation from others on the situation then our daughter is without question starting to learn a lot of things. Enjoy the remaining portion of the new year. You’re performing a dazzling job.

  58. I intended to put you that little bit of observation to be able to give many thanks once again relating to the pretty strategies you have featured on this website. It is quite incredibly open-handed of you to provide freely all a lot of folks would have made available for an electronic book in order to make some money for themselves, even more so given that you might well have done it if you ever decided. These pointers as well worked to provide a fantastic way to recognize that some people have the same zeal just like my own to know the truth a whole lot more related to this issue. I believe there are numerous more enjoyable sessions up front for those who discover your site.

  59. I feel that is among the such a lot vital info for me. And i’m satisfied studying your article. But want to observation on few normal issues, The website taste is wonderful, the articles is actually excellent : D. Good process, cheers

  60. Thanks a lot for providing individuals with remarkably wonderful possiblity to check tips from this blog. It is always very ideal plus packed with a good time for me and my office fellow workers to search the blog at minimum three times in 7 days to study the newest secrets you will have. And lastly, I’m just at all times satisfied considering the magnificent knowledge you give. Certain 3 facts on this page are essentially the most impressive we’ve ever had.

  61. That is very attention-grabbing, You’re an excessively skilled blogger. I’ve joined your feed and stay up for seeking extra of your magnificent post. Also, I have shared your website in my social networks!

  62. Thanks so much for providing individuals with an extremely remarkable chance to check tips from here. It is often very pleasant plus stuffed with fun for me personally and my office acquaintances to search your site at the least three times in 7 days to read the new secrets you will have. Of course, I’m so usually satisfied with all the great tactics served by you. Certain 1 areas on this page are in reality the most suitable I have ever had.

  63. Hello there, I found your web site via Google at the same time as looking for a comparable topic, your site got here up, it appears to be like good. I’ve bookmarked it in my google bookmarks.

  64. Pingback: Google
  65. I as well as my pals have been going through the good helpful hints found on the website while immediately got a terrible suspicion I never expressed respect to you for those tips. These ladies were so stimulated to see all of them and have now absolutely been enjoying them. We appreciate you really being really accommodating and then for utilizing certain tremendous information most people are really desperate to understand about. My very own sincere apologies for not expressing appreciation to sooner.

Вашият коментар

Вашият имейл адрес няма да бъде публикуван.