When good salespeople join an organisation they are often sold the dream to get them on board. This has to be done in some way of course to entice people to a business. However, if they get there and after 1-2 months realise that it’s nothing like what you said it would be, they will be long gone before even passing their probation. Don’t Lie.
2. Lack of compensation/commission.
People in sales are competitive and are looking to join an organisation where they are rewarded for their work. Let’s cut to the chase, Sales is a hard career, there is a reason why a lot of people start in sales and quickly leave. Good salespeople need to be rewarded with a clear set out bonus structure being evident from day one. Don’t keep tinkering and changing it, make sure it’s realistic and can be hit, and when it is being hit don’t make it more difficult because of that fact. You also need to offer a competitive base. If your competitors are paying considerably more, you will lose them in the not too distance future.
3. Lack of progression
A lot of businesses make the mistake of keeping their high performing sales staff exactly where they are for the long term because they want to keep their sales engine running. Now for some this is fine, they are quite content being on the front line doing what they love and have no interest in stepping into management or differing areas of the business. However, a lot of people are looking for that next step. If you don’t have a formulated career progression pathway or opportunities for further learning, your competition will snap these people up, You’ve then lost your sales and anything else that person can offer.
4. Lack of training/poor management
The amount of people that I interview that tell me they are looking to leave because of their management is frightening. Many businesses are still using outdated micromanaging techniques with all staff, including their top performers as they think they should be. You should be leading, not managing. Why are you asking your top sales performer who has tripled his Q3 target the question “why haven’t you hit your number of calls made target this week?!!” Really? I mean really? On the other side of this I’ve had many great salespeople approach me to say that they have had no real training when starting a new job. You are setting them up to fail. The idea of sink or swim is ridiculous. The best sales people still need adequate training in order to perform.
5. Lack of recognition
All salespeople in some form have an ego and like it to be stroked. Getting to know your team quickly is the best way to find out how to do this. Some people like public shout outs, others like a quiet conversation. Ask them how they like being recognised and when deserved make sure you do it. Do not take any member of your team for granted. Just because they are with you know, doesn’t mean they will be next month if you’re not treating them the right way.