Your MSP sales force is the primary driver of revenue for your business. Exciting your sales team and keeping them motivated is crucial for sustaining successful sales and retaining your top talent.
You know when one of your top salespeople leaves, finding and training a replacement is expensive. All of a sudden, you’re faced with pushing other projects aside and interviewing new candidates.
So, Why Do Good Salespeople Leave?
Most salespeople don’t leave because of money. They leave because they’re not appreciated and they’re frustrated. It’s not enough for them to receive a paycheck. Recognition for their efforts is what they want.
Another reason salespeople jump ship is that they don’t trust or believe in management. If your MSP sales reps are disillusioned with their leadership, they’ll move on to other opportunities.
How to Keep Your Sales Team Satisfied
Developing a plan for retaining your valuable sales reps helps keep them motivated and satisfied. Read more about the five ways to create a dedicated sales team.
1. Offer New Opportunities
Investing in your sales team’s development pays huge dividends for your company. Top talent wants new challenges and experiences to further their careers. It’s important to keep them motivated. If your salespeople feel you don’t trust them with new challenges, they’re going to find it somewhere else.
Also, offer development and training opportunities. Find new ways of engaging your salespeople, keeping their skills sharp with training seminars and conventions.
2. Understand Their Goals
You know how important your business goals are to you. But, do you know the goals your salespeople hope to accomplish? Get to know their professional and personal goals so you can help your sales reps meet them.
By discussing and acknowledging their concerns for the future, you can work toward reaching their goals. This excites your top performers because you care about their future. When you align work goals with personal goals, you give them reasons to stay.
3. Keep Your Promises
When you hired your sales team, you made certain promises and told them your objectives. If you don’t stick to the original quotas, expectations, and compensations you promised, your team quickly loses motivation. They’ll also lose trust in your company’s leadership.
Try not to make unexpected changes. If you need to change your compensation plan or expectations, approach it with transparency. Communicate openly with your people and give them a heads up on any changes as soon as you can.
4. Create a Positive Company Culture
Creating an innovative, positive company culture is the best way to retain your salespeople. The positive atmosphere in the workplace leads to better performance, clear communication builds collaboration and increases employee satisfaction.
5. Acknowledge and Reward
By acknowledging and rewarding your sales reps, they feel valued, appreciated and respected. Your sales team spends a lot of time and effort building relationships with your customers. When they close deals with your customers, they deserve your recognition.
This doesn’t have to mean a promotion or a raise, it can be as simple as recognizing them in your monthly newsletter or some other type of public recognition.
Keeping your top MSP sales reps means understanding them, supporting them and growing with them. Investing in your sales team is investing in your company’s future.