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The Right Way to Retain a Top Sales Team
James A. DeSena
The RIGHT way to retain a top sales team is to 1) hire the right people, 2) train them right and 3) treat them right. Sometimes you have a vacancy on your staff and want someone in the position immediately. You don't seem to have the time to find and hire the right person. Unfortunately, when you hire the wrong person, it takes a lot of time to fix the problem. It's much better to find the right people in the first place and then make sure you train so they can sell effectively. Once you've made the investment of time and money in hiring and training the right people, make sure you treat them right.
Hire the Right People
People who are
Results driven - sales ability-team leader
Empathetic - relates to customer concerns and
Adaptable - can adjust to different peopleTrain Them Right
Provide them with thorough product knowledge/sales skills
Assure they are competent before calling on customers, then
Monitor performance and coach to improve skillsTreat Them Right
Compensation - according to sales results and customer satisfaction
Inspiration - new applications, promotions, recognition, and
Maximize selling time - streamline paperwork - prevent distractions
"When you hire the right people, you'll spend less time correcting problems. When you train them right, they will succeed, which means more sales and greater customer satisfaction. When you treat them right, they won't want to leave and their enthusiasm about your company will impress your customers. Turnover cost you time, money, sales and customers. Retaining a top sales team is worth the effort to do it RIGHT." Jim DeSena
©2003 James A. DeSenaJim DeSena helps clients develop compelling business strategies, sell high-value, innovative customer solutions in an environment of rapid change, and provide award-winning customer service. Call 1-800-4321-Win for information on his keynote speeches, national sales meeting or conference workshops and leadership strategy retreats. Jim is the author of "The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers and Driving Your Profits Through the Roof." McGraw-Hill 2003