Are you tired of having your salespeople poached by competitors or just leaving for greener pastures? If so, there are a couple of things you can do to eliminate, or at least, minimize the problem.
First, you can stop the hemorrhaging by profiling your successful, long-term employees and using that criterion when hiring new people. Understanding what you have now will help you find the winners of the future and the kind of salespeople that are likely to stay with you for a long time.
Second, have a sincere exit interview with exiting staff. If they tell you that they are leaving for more money accept that at face value and ask what, apart from the compensation, caused them to start looking around in the first place. Look for underlying reasons for the exodus.
If you’re paying fairly, look for other reasons. Most people start looking around for other, more personal reasons, and find a better-paying job as a result.
Find the problem, solve the problem, and keep your people.
| Brian Jeffrey is the creator of the Sales Temperament Assessment. For over 20 years, companies have used this tool to assess thousands of salespeople and make even better hiring decisions. Brian has spent over four decades in sales as a salesperson, sales manager, consultant, sales trainer, professional speaker, and writer. Brian is the author of over 100 articles on sales and sales management. |
