Tip: Make Sure Your Policies Are Not Barriers to Sales Force Effectiveness

Make salespeople's jobs easier to do by taking a proactive approach to sales management.

In How to Retain Top Sales Talent, Don McNamara says that money is actually the last reason most salespeople move on. So what can be done to keep them? Make their jobs easier to do. One way to do this is to inspect policies, internal processes and programs. Do they encourage salespeople? Do they reward them for the type of behavior you want?

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“When a company’s internal systems are efficient and effective,” writes McNamara, “you will see a greater amount of sales time being spent selling, rather than saving prior orders and customers.” He says that salespeople will be energized when they see barriers to their effectiveness being torn down.

This is just one way to take a proactive approach to sales management. Recognize that the reason salespeople – and indeed any employee – leave goes beyond just money. Other factors – how they are treated, whether it’s easy to do their job and negative management – also play a part.

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