Always Be Retaining!
I don't know a single sales leader who finds hiring great new talent to be particularly easy.
So, what's the solution?
- Do everything possible to keep your team from leaving.
- Improve performance to make everyone more productive.
That's really all there is to it. There are 4 simple things you can do each day to ensure you don't fall short of the above.
1. Coach Your Team 3 Hours—Per Person and Per Month
Following this guideline will ensure that your team performs better, stays longer, and works harder for you. Coaching comprises of one-to-one sessions, team meetings, and ride along sales calls. Simply put, the more you coach, the better your team performs and the longer they stay.
2. Enhance Your Leadership Skills
Sellers don't leave companies; they leave people. The better you are as a leader, the more likely they are to stay.
3. Ensure Fair Pay for Their Results
Sellers will perform better if they understand how they are being paid and are rewarded for results.
4. Communicate Successes Internally
Sellers (especially younger ones) want to know that they are making a contribution—not just "selling something." You can show this by capturing customer success stories and communicating these successes to your whole team. When sellers see how they are making their clients better off, they develop pride in their work that leads to loyalty.
As a sales leader, you set the tone, standard, and energy for your team. And the way they behave is a direct reflection of the way you behave.
Top performing sales cultures start with top performing sales leaders.
