Retain Your Sales Staff


“Train people well enough so they can leave, treat them well enough so they don’t want to.” – Richard Branson

Times have changed the dynamics of a job market. It is no longer like back in the good old days of our older generation where you have an employee working for you for decades. Then, one would be considered lucky to be having a job. Today, the “no one is indispensable” saying is no longer considered a threat to many.

With the advent of technology, information has become so accessible that the job market becomes very transparent. Good talents are being hunted down regularly and with the current state of economy, people are more competitive. They want to do better and can do better.

A good sales professional is hard to come by. There is no perfect sales professional but one who has ample right attributes is someone, many company would love to work with. Therefore, they are always in demand.

In this instance, Richard Branson is so right. This is what I am going to do. We will look at the 2 key parts of his words. That will be train and treat.

Training a sales professional can be tricky. Especially for one who is very experienced. Then again, there is always room for improvement and something new to learn. Be willing to invest in their knowledge and career. Create opportunity for professional growth.

This bit is usually quite simple to do. What is difficult is treating them well. How do you treat a sales professional right?

 1. Trust is the foundation of any relationship. Open and honest conversation creates a trusting partnership. When this becomes the foundation, coaching and managing becomes possible.

2. Recognition, offering perks that is of value to them. See, most sales managers fail when they think one medicine cures all. Take an interest in them. When you are able to recognize what ticks them, you will be able to motivate them efficiently without putting a gun to their head.

3. Be generous with the pat on the shoulder. Acknowledge their strength and applaud them privately and publicly. When they feel appreciated, it has a positive impact on their morale. This will pump up self motivation.

4. Don’t be one of those managers who knows the end game but have no clue how to get there. Have clear directives. Always have a game plan. It gives the team a sense of direction and focus.

5. Workplace equality. Create a more  fairer, more egalitarian workplace. It is hard, therefore always try to be conscious on your actions. The millennials are highly sensitive community.

These are just some of it. We can sure go on and there will be more. In summary, be human. Respect one another and do not do what you won’t want others to do to you.

Be great to them and they’re happy with their jobs, they’ll pass the same on to prospects and it reflects on  the image of your company.

Leave a Reply

Please log in using one of these methods to post your comment: Logo

You are commenting using your account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s