HOW TO HANG ONTO YOUR TOP SALES TALENT
Your HR on Tap
Real Estate, Recruitment, Human Resources
I just read in a blog that in the average business, 8% of your salespeople are responsible for 80% of your sales. Now obviously, your top performers – the ones who consistently generate the most revenue – are the ones you really want to hang onto.
Top sales people like this can be difficult to find and hire since every other business is also doing their best to keep them happy. So it is easy to understand how losing even one of them could have a significant effect on your entire team.
Fortunately, we’ve found several ideas to help you keep those top performers in your agency and to stop losing them to your competitors.
Set proper expectations right from the beginning, which allows your prospective employee to make an informed choice about joining your team.
Don’t exaggerate the benefits while downplaying the negatives during the interview. Be honest, even if you have to talk about some of the most challenging aspects of the position.
Top salespeople are naturally very competitive, so it’s important for you to develop goals that are realistic but still challenging.
Monitor the progress of all your sales people regularly and make sure they know exactly where they stand and how they can improve.
Keep an open door policy to allow your team to build a healthy relationship with you. This will, in turn, make you aware of any issues before they become too big to handle.
While it’s not a key factor for retaining your top sales staff, incentives can motivate them in the right direction. This type of motivation encourages healthy competition within the business.
Offer additional seminars and training, not just to provide top performers with opportunity for growth, but to increase the ability of your lower performers.
Because high-achieving sales staff are ambitious, involve them in one-on-one sessions to talk about areas in which the whole business can improve and evolve.
And that final thing that we all know … offer a better commission structure than your competitors.
If your top sales staff are still leaving, then be sure to conduct a thorough exit interview to find out the real reasons behind their resignation.
Would you like us to do a business climate survey? Your HR on Tap can interview and survey your entire office for some worthwhile feedback to help you not only improve as a business but also to retain your best staff.
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