If you lead a sales team, here are some proven and simple ways you can make your top performing sales reps leave for another employer (note – I am not quite sure why anyone would want their top reps to leave, but I have witnessed all of these things happen first hand, so I thought I would compile a list for easy reference in case you want to make sure you DON’T lose your top salespeople to other companies):
- 1. Regularly change the compensation plan
- 2. Reduce the commission rate if reps start producing big sales and big commission cheques
- 3. Penalize the sales team for poor post sales delivery
- 4. Refuse to comp sales reps on certain types of sales that generate desirable profits for the company
- 5. Fail to support them with proactive product management, strong product development, professional delivery and effective support
- 6. Invest nothing in marketing and brand recognition
- 7. Make them spend a lot of time completing reports and doing other non-selling activities
- 8. Hire sub-par sales reps and keep poor performers on board
- 9. Step in to take over accounts reps have worked hard to acquire and develop
- 10. Focus on hours and activities instead of results
- 11. Forget to be a cheerleader that distracts everyone from the daily rejections
- 12. Require reps to make cheap travel arrangements which waste valuable selling time
- 13. Don`t provide best practices and resources such as objection handling scripts and reference material
- 14. Ask reps to lie to customers and prospects in order to close more business
- 15. Avoid coaching and constructively helping the reps be bigger producer
- 16. Refuse to leave your office and visit customers
- 17. Pay commissions late
- 18. Take credit for closing deals the reps close
- 19. Suggest or imply that selling is the easy part of a company`s success
If you find yourself doing anything on the list above, stop yourself immediately or else risking the loss of sales people you worked hard to find and develop!
To your success!
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