From the Summit: At SalesSherpaGPS.com, we know that B2B Sales Acceleration can be tough to accomplish, especially when attempting to scale a Sales Summit that’s buried in the clouds! The best sales strategic plans, the best technology employed, the best training all seems to be for not if you don’t have the right people. It’s people that make or break an operation, and all things being equal, nothing happens in an organization until a sale is made by these people! In this post, we’ll explore B2B Sales Acceleration through Talent Retention – What it takes to recruit/retain the best talent – so as to achieve that Sales Summit and peer down from above the clouds. We’ll also provide 5 tips for talent retention and turnover reduction strategies… Enjoy!
Sales… It’s Just Not for Breakfast Anymore (But Coffee is Still for Closers!)
As a leading figure of a company, you should definitely understand the importance of sales talent. You cannot keep anyone happily bound within your organizational capacity if you do not provide them incentives to stay. Sales talent retention is very important if your business is dependent upon the number of sales you make each day and the number of new clients you make (and what business isn’t?!?) This is a fact, which from our experience at SalesSherpaGPS.com definitely plays a key part within your B2B Sales Acceleration strategy.
So the real question is “What can I do to dramatically improve the sales personnel portion of the business success equation?” In other words, if you can solve the people issue side of your business, you’ll have a dramatic leg-up on the competition!
5 Tips for B2B Sales Acceleration via Talent Retention
Here then we provide you 5 tips for B2B Sales Acceleration through Talent Retention, as well as a few turnover reduction strategies that will not only help you in retaining your sales talent, and also help you with B2B Sales Acceleration.
Tip # 5 – COMMUNICATE WELL
The first thing that matters is that if you want someone to stay, make sure that they feel important and included in the organization. This rule is applicable either way, whether you’re talking personal or professional communication is always a key success ingredient. Sales talent tends to stay when they are kept engaged in communication. A leader of a company should definitely know the tactics of how to keep the sales talent engaged and inclusive in the development and growth. When your sales staff feels free to communicate problems and their problems are resolved, they feel important. Appreciation and equal attention work like magic to keep the workforce intact too! Instead of just making sure that they know what changes are being made for the company, it is even better to make them a part of the change you (and they) want to see. A special note for Remote Employees – Never neglect your remote employees and try to bridge the office-to-outside employees gap by keeping them included as well.
Tip #4 – MAKING BIGGER DECISIONS
If you have a plan to keep your highest sales talent attached to your company (and who shouldn’t as a Sales Leader?), make sure to include them in your key decisions. We hit on this a little earlier in Tip #5, it is a great feeling to know about something excited being planned and it is an even more exciting feeling to be a part of something big happening. Take the opinion of your staff and respect their opinions. Any company which has a communication bridge between all levels of employees is more apt to progress towards their Sales Summit goals.
Tip #3 – SET UP YOUR SALES STAFF TO SUCCEED
You should believe that your B2B Sales Acceleration is affected directly by your sales talent. Then being a Sales Leader you should know the reason why would your top sales talent leaves? The bitter truth about this fact is that sometimes the sales staff begins to feel that they are not being provided with enough guidance, training, and support through their sales leaders. If you can address this need and keep them motivated this will help you in sales talent retention.
Tip #2 – KEEP THE JOB A FUN
If a person is not enthusiastic and excited about his job, chances are that they will like to switch to another organization for growth. To keep the key motivation for your sales talent, it is very important to keep the “Fun Factor” alive. You’ve no doubt heard of the quote “All work and no play makes Jack a dull boy” previously. Well, the same is the case with your sales talent! If they are bound to their job in a way that they don’t enjoy it, they will get bored, tired, and/or upset at which point they will want to leave. Keep in mind that most Sales Leaders believe that compensating them with little gestures and bonuses will keep them living the job. However, the low cost alternative of a fun atmosphere is typically valued more than compensation!
Tip #1 – DON’T STRESS ABOUT IT
If you want to minimize your turnover annually, there are a number of things you can do, but it is very important to build a strategy that can help you do this. One of the best tips is that make sure that your workforce team is not over stressed with work and they are able to maintain balance in their work life. If the stress levels are low, both employee and employer can benefit more and be more productive. Offering some bonuses or extra holidays or even telecommuting and flextime can be of great use for companies. Balancing goals/objectives with actual production capabilities can dramatically improve talent retention and turnover rates.
In this post, we’ve explored the B2B Sales Acceleration topic of talent retention and turnover strategy, along with providing 5 tips. At SalesSherpaGPS.com, we’ve seen talent that should have been retained go seek higher ground elsewhere. They never should have left! It wasn’t that they shouldn’t have pursued their dream elsewhere. It’s that they should have had no reason to do so! Implementation of any of the above 5 tips could have offset those turnover moments and allowed successful talent to remain within the organization.
Sam Palazzolo, Head Sherpa @ SalesSherpaGPS.com