Sales managers often ask me, “How do I retain my top talent?” Great question!
We know that other organizations may try to recruit your top talent. So, retaining great talent starts with your recruiting. That begs the question: What are you willing to offer the new team member?
Beyond the salary, the commission, and the basic benefits, what are you offering to new and existing team members to cultivate and keep them in this valuable sales role? First and foremost, employees will always perform at their best when they work in an environment that promotes growth.
A successful sales professional is, by nature, highly competitive. They thrive on the opportunity to sell more and be more rewarded for their exemplary performance. So how can you provide the right motivation? The most obvious is financial growth. Here’s an example, if the target is three new home sales per month, yet your sales pro makes four more, then be willing to offer additional percentage to the commission.
Another way to retain your new home sales team is continual education. You know that great sales people are super competitive, they’re always seeking an advantage. You can deliver a big benefit by offering them additional training. I’m not talking about sales training. I’m speaking about mindset training, goal-setting training, technology training, and psychology training. You want your team members to grow with you, so what are you doing to grow your team? How about giving then the reward of knowledge and skill?
Progress can be described as achieving greater results on a personal level, on a day-to-day basis. It’s sustained achievements over a period of time. A sales professional will thrive in the right environment and for the right company. They won’t leave a positions that fulfills their emotional and financial needs.
And how about recognition, appreciation, opportunity? At the end of the day, if you provided an enticing retirement and you’re an effective leader, you won’t need to look over your shoulder wondering if your top players will be recruited away. If you pay attention to your team, then they will pay attention to their position. So, pay attention!