Archive | December 20, 2010

Hiring And Keeping A Strong Sales Force

Several leadership experts will tell you that there is a standard and cookie cutter way to be able to find top talent in the world of sales, marketing and advertising. While you may have spent a lot of time and effort in talent acquisition and being able to find the right people on your team, the bigger challenge really lies in making them stay through leadership and retention. It has been said over and over again in most leadership surveys that 80 percent of people leave a specific company not because of the process or the policies, but because of their manager or boss. You may be in a stage now that you have built a strong and successful team that have helped you grow and expand your business. The more important question to respond to is how will you keep the momentum and help you be consistent?

A lot of business and sales leaders have always relied on incentives and sales bonuses to help retain their sales staff. While this is a foolproof way to keep your team motivated and excited about selling, you should know that this is not the only method to really retain your leaders. As much as monetary incentives can be a plus, there will be certain points in time that your staff will not be fully encouraged by these types of motivational strategies. One of the first things that you should remember is that you should be able to implement initiatives that you know will really get them excited to do their work well. Focus group sessions and one on one discussions with your team will really help you understand what they want.

Focus group discussions and constant communication with your team works not only in the form of giving out prizes or incentives. It also helps you understand what they need to make them more successful in their field. They may have specific concerns about the tools and resources that you have provided them, and having this face time can not only help you develop a true partnership with your team. It also gives you the chance to solve any roadblocks in the long run!

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