Mastering the Art of Attracting and Retaining a Stellar Sales Team

The Golden Rule of Networking

A few years back, a real estate franchise owner sought advice on how to attract and retain a top-tier sales team. The answer lies in the golden rule of networking: treat others as you would like to be treated. This principle, when applied to your sales team, can lead to a loyal and dedicated workforce. Ignoring the individual behind the salesperson, on the other hand, can result in a high turnover rate.

As a business owner or sales manager, it's crucial to be actively involved in your industry. Participating in local chapters of professional associations, speaking at events, serving on committees, writing articles, and teaching professional development courses can all help attract top producers. Quality attracts quality.

Retaining Employees: Treat Them Like Customers

When it comes to retaining employees, treating them like your most important customers can turn them into your greatest recruiters. After all, they generate income for you, just like customers do. When employees are happy, they share their positive experiences with their colleagues.

Here are some simple yet effective ways to keep your sales team happy and create a supportive work environment:

• Celebrate their birthdays with cards, cupcakes, or even gifts delivered to their homes.
• Make your office a pleasant place to be.
• Celebrate holidays and special occasions with small gestures like pumpkins at Halloween or miniature flags on national holidays.
• Share your success with your employees in the form of bonuses.
• Praise them when praise is due.
• Organize team-building activities like family barbecues, softball games, or ice skating parties.
• Mark the anniversary of their joining your company with anniversary cards.
• Welcome new employees with a company sweatshirt.
• Keep your door always open for them.
• Treat them with respect.
• Stock your kitchen area with snacks.
• Celebrate Christmas in July! Take the team out to lunch in the summer as well as at the end of the year.
• Hold an employee appreciation day.
• Surprise them with gift certificates or car washes.
• Ask your employees for referrals.

While some companies may implement a few of these suggestions, the key is to do many of them. This approach will result in happy employees who attract more happy employees, creating a positive cycle of employee satisfaction and retention. These suggestions are cost-effective and will yield a return far greater than their cost.