“Employees don’t like to be just left to their own devices. They want to know that they mattered. They want to know that there’s a place, they want to know that you value them and they want to make sure that they continue to grow and thrive that’s how you keep them.” – Amy Volas in today’s Tip 282
What should companies be doing to recruit and retain their best salespeople?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host Scott Ingram. Today Amy Volas is back, Amy is a sales fanatic turned entrepreneur. She was bitten by the startup bug and can’t imagine spending her time anywhere else. She created Avenue Talent Partners to help with the tremendous task of growing startups through one of their most valuable assets salespeople. Here she is with today’s tip.
Amy Volas: So the question is what should companies be doing to recruit and retain their best salespeople? I think a lot of companies get this really, really wrong or they don’t realize how important this is, so they spend a lot of time upfront within the hiring process and then the hire is made and it’s like; Okay, just go do your job, especially in sales. Here’s your territory, here’s your book, get after it, go to it. We’ll talk on our pipeline call. And that is really dangerous because what employees are talking about in all the data that we’ve pulled from thousands of people that we speak with is a lack and a true craving for being part of something and being part of a culture that’s accountable. And so it starts with yes, the hiring process and certainly being intentional and understanding what you need, why you need it, how you need it, why you need it now, where it’s coming from, et cetera.
But then it’s about, I have these amazing people, what do I do with them when they start? And so it’s about onboarding. Training and onboarding are very different things, right? Both of those things need to happen. After that, it’s developing together a continuing plan for the things that really get this person excited and what’s important to them and what they’re proud of and where they see that they’re growing as a leader. Listening to that and being able to put together a plan of if this is really where you want to go, here are the things that we need to accomplish to get there. Here’s what it looks like. Here’s the work that needs to be done, and having a plan that you can anchor to when you are connecting on your one-on-ones or the time together to have these kinds of conversations. Employees don’t like to be just left to their own devices. They want to know that they mattered. They want to know that there’s a place, they want to know that you value them and they want to make sure that they continue to grow and thrive that’s how you keep them.
Scott Ingram: For more about Amy and Avenue Talent Partners, just click over to DailySales.Tips/282. You should also follow Amy Volas on LinkedIn.
Then be sure to come back tomorrow for another great sales tip. Thanks for listening.