What business owner or manager wouldn’t want to ensure long-term sales performance? The key to doing this is to build a sales team that is strong, reliable, and stable. The first step to developing this team is to reduce sales rep turnovers. In this article, we will discuss how to reduce turnovers so that you can improve customer loyalty, sales production, team morale, and your company’s bottom line.
#1: Hire the Right Representatives
The success of your sales representatives is a key factor in turnover. Obviously, an unsuccessful representative isn’t going to last long. So, how can you be sure that you are hiring the right representatives?
- Consider hiring a sales representative recruiting company.
- They screen hundreds of applicants and choose the ones that are the best fit for your qualifications.
- They can also help you find someone with the right personality to fit in with your company.
#2: Provide Good Compensation
One of the biggest reasons that salespeople leave their place of employment is because they do not believe they are fairly being compensated for the talents that they have. Many times, this lower compensation is caused by flaws in the way that the company sales compensation plan is set up or flaws in the execution of the plan.
- Test out your current sales compensation plan.
- Once it has been executed, your employees should be making at least as much as the market average for sales representatives, if not more.
#3: Set Your Employees Up for Success
While some employee’s absolutely fear a review, the right type of employee will thrive from it. As a manager or business owner, it is your role to ensure that your sales representatives are in top performance. This means providing them insight on how they can grow with the right kind of criticism.
- At the minimum, give your employees an evaluation every year.
- Offer guidance on where each employee can improve to be a better sales representative.
- Also, offer positive feedback on the things that they are doing right.
#4: Have a Positive Start with Every Employee
Do new employees have an idea of what to expect once they are hired? Do the following things to have a productive start with every employee.
- Be clear about your expectations before you hire sales recruits.
- Have an orientation day where they learn about the company from older members.
- Have them job shadow a sales recruit for a day so they know what to expect.
#5: Remember to Have Fun
Are you losing sales reps because your company is just too boring? Nobody wants to work for a dull company and it translates to an unenthusiastic group of representatives.
- Have ways for employees to let off steam, such as company outings.
- Have a relaxed work setting that is still productive.
- Remember that a smiling sales representative can sell more than one that frowns.
Sales rep turnover can be a critical factor in the success of your company. Be sure to use the above techniques so that your company can reach its maximum potential.