Creating and Retaining a Loyal Sales Team

Hiring and retaining top salespeople for your team is much easier said than done. An effective and results-oriented team is about more than hiring one big gun, it’s about locating a group of people whose strengths are complementary, and who enjoy working together towards a common goal, all while engaging in a bit of healthy competition.

Top salespeople have plenty of options in the marketplace, so here are seven things that the best sales pros are looking for in an employer:

One- A Rock-Star Sales Manager

Top sales talent understand that they need support and coaching from their manager. They want to work for leaders who have their backs. A team is only as strong as their manager, so if you’re having trouble maintaining a great team, it might be time to reassess your management.

 

Two- Freedom From Micromanaging

Top sales people don’t want to spend their days filling out call sheets or sitting in meetings with their bosses. They want to be out in front of customers and prospects, closing deals and exceeding the quotas that hang over their heads. Keep the sales process simple and give the team freedom to work.

 

Three- The Tools They Need to Succeed

Salespeople shouldn’t have to develop their own materials. They shouldn’t have to babysit their customers through service issues and they shouldn’t be stuck holding the bag when production runs behind or there is an issue with a product. Be sure that the culture of the company supports sales efforts at all stages of the customer relationship.

 

Four- Recognition

Some sales managers believe that a commission check should be recognition enough for a job well done. However, everybody wants to be recognized for their efforts and achievements. You don’t have to throw ticker-tape parades. A little recognition can go a long way.

 

Five- A Healthy Company

Salespeople deal with enough uncertainty. They don’t want to work for a company that is not on strong financial footing.  A healthy company can be large, or it can be small. But if the company struggles, you’ll probably have issues retaining a salesforce.

 

Six- Opportunities for Growth

Growth for salespeople can mean different things. For some, it might mean moving into management. For others, it might mean taking on larger accounts or playing a bigger role in strategic decisions. Give your salespeople a clear path for growth and watch their engagement increase.

 

Seven- A Variable Compensation Plan

Top performers should be rewarded at a higher level than underperformers. Build tiers into the commission structure to give salespeople something to work towards, and a financial incentive for getting there.

 

Working with a professional sales recruiter that has experience in your niche can often be the best solution for attracting and hiring the right salespeople to create a strong team. If your enterprise software sales organization would like to learn more about improving your hiring and retention practices, contact the team at Strategic Search Solutions today.

 

 

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