Monster Video: Three Ways to Retain Top Salespeople
It’s a moment that all sales managers dread: your top salesperson has just resigned, taking their top customers out the door with them.
In this Monster video, sales leadership consultant Lisa McLeod says that there are three things you can do to avoid this scenario, including having a regularly-scheduled sales meeting with your team (and don’t forget about video conferencing as an option to meet with your road warriors.)
Lisa is author of the book, Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud.
Your top sales person walks in on a Friday afternoon and tells you, “I’m quitting!” And if that isn’t bad enough, you realized they’re taking your four biggest customers with them. You probably feel like you’ve been punched in the stomach.
So what could you have done to prevent this situation? Well, there are three things.
The first thing (and this is something a lot of particularly small and medium size businesses owners neglect) the first thing is make sure you meet with your sales team every single week.
So even if you have a VP of sales, even if you have a sales manager who’s running sales, you still need to meet with your sales team every single week. Go over the pipeline, make sure you know who they’re calling on, make sure you know what the opportunities are.
And there’s a really important reason for this. You see, unlike other employees, sales people spend most of their time out in the field. So often times, they’re not as connected to your company as the people who work inside. So you want to establish not only a physical connection with them but also an emotional connection.
The second thing that you can do is make sure you have a database of all the customers. Because that helps you know what’s going on — to be a better coach to your sales person — but the other thing that does is it provides you with a safety net. So if that sales person leaves, you still have direct contact with the customers.
And the third thing you can do — and this is something a lot of people miss when it comes to sales people — is you can provide them with some motivation in addition to money.
See, everyone thinks top sales people are solely motivated by money, but that’s not true. In all the research I’ve done, we found that top-performing sales people are the most motivated by knowing that their work makes a difference, by knowing that they have a positive impact on your business and on your customer’s business.
Because here’s the bottom line — sales people want to make money — but they also want to make a difference.