The number 1 reason salespeople gave for leaving their current position was they didn’t feel valued or appreciated by their manager. Money usually came in 4th, 5th or 6th on their reasons for leaving. Lack of career progression or potential came high on the list, usually 2nd or 3rd. But the most damning reason of all was sloppy management.
“I’m too busy to …” are often the last words hears from a Manager, before a top salesperson decides to leave their team.
Managers who have a top salesperson in their team should know how to get the best out of them. Generally they require little management but when they ask for help, it is usually a bad mistake to leave them hanging in the wind. Even a worse mistake to make is to promise that you will make the time they need with you, and then keep breaking that promise.
“You’re known by the promises you KEEP!”
Managers tied up with busy work quickly become a bottleneck if their inaction, indecisiveness or inattentiveness prevents the salesperson from being able to move forward on a deal or to resolve a problem.
Do it once, and you might be forgiven. Twice even. But make it a pattern especially where the manager makes promises to take action and then does nothing, and they leave the salesperson with the sense that their manager cannot be relied upon when they are needed to clear the path, approve resources or make time for a meeting where the salesperson needs some help.
Look after your good salespeople and they will look after you, your target and your profits. Encourage them to leave by bad management, inaction, being a bottleneck, breaking your commitments to them or not giving them the time and attention they need and you will be hit by a quadruple whammy:
They’ll go to your competition,
If one top performer leaves, a second is 50% more likely to leave within 6 months. You will have to go through the pain and cost of recruiting a replacement. Most of the employees join a company with anticipation of interesting and challenging work with great people in a pleasant environment. Rarely good employees quit a job solely to get a better salary,