Keep Your Sales Team from Jumping Ship


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Your company’s turnover rate is high. Your sales numbers are low. Your business as a whole is suffering. What’s going wrong? The problem might be your team of salespeople.

If salespeople are leaving your company in droves, you should know there’s a problem. There are infinite reasons why a salesperson might leave a company, but there are also ways to identify red flags and prevent them from becoming issues in the long run. Keeping your sales team strong and happy is just one step toward ensuring your business’s success.

Watch for Bright, Shiny Object Syndrome

It’s the number-one reason salespeople leave their jobs for other companies: the chance to find something better out there is tempting. Every once in a while, something bright and shiny (a higher position, better pay) catches a salesperson’s eye, and he’s hooked.

When a salesperson loses focus, his sales suffer. When this happens, he might become disillusioned about his ability to sell in his current job. He might begin to believe the grass is greener on the other side and consider other opportunities when, in truth, he may be the problem.

To keep salespeople from seeking positions elsewhere, leaders should value skill set improvement and continued education for their employees, particularly if performance is dwindling. Invest in teaching salespeople how to close more sales, more quickly, so they make more money. When your salespeople are happy with their take-home pay, they’ll feel more satisfied in their current roles, and your business will benefit.

Hire the Right People

Bright, shiny object syndrome can present issues with your turnover rate. Other times, though, the salesperson might just be in the wrong field, and that’s not completely your fault. This shows you that there’s something wrong with your company’s hiring process. If passionless salespeople are continually entering your company, then you know your hiring criteria and processes need improvement.

If a salesperson lacks motivation, you’ll see it later in his disinterest and his lagging sales. If he sticks around, he will communicate to your customers that he’s not truly dedicated to the company. You won’t win new customers, and you won’t build a strong sales team, either.

If you can nip this in the bud during the hiring process, you can prevent a lot of problems down the road. Try holding extremely honest interviews so you can get to know your potential employees on a personal level before hiring.

Embrace Core Values

A strong team of salespeople is the mark of a company that’s functioning correctly and successfully. First and foremost, these companies wholeheartedly believe in what they’re doing and what they’re selling. This means every employee is in his desired career field. The team embraces the values and ideology that the leader of the business espouses, and the team members have fitting work ethics.

If your company’s values are clear and apparent, you won’t have employees jumping ship. But there might be times when you need to refocus your team. Ask yourself, “Where are my salespeople mentally? Are they performing in alignment with our business values? Are their skills up to par?”

If there is any hesitation when asking these questions, then it’s time to gather your team and reevaluate the ideals you wish to uphold. Encouraging your team to take a minute and refocus might rejuvenate your group’s morale, and anyone thinking of leaving may reconsider.

The Truth about Turnover

In the end, a good leader will be able to tell when salespeople are suffering: the turnover rate will signal that their drive, passion, knowledge, or skill sets are lacking. Salespeople should love their jobs and show that to customers. Don’t encourage someone who isn’t a good fit at your company to stay; at the same time, make sure you’re hiring the right people. A high turnover rate might reveal some flaws in a business, but they’re flaws that can be mended.

David Neagle
David Neagle, The Million-Dollar Income Acceleration Mentor and bestselling author of "The Millions Within," teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the seven-figure level, often in fewer than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe's top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.


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