How do you retain good talent, especially when sales roles are in such high demand across the industry?

Retaining top sales talent is my highest priority. One of the highlights of my career was going three years without any regrettable attrition, which I attribute to the culture we built. It starts with knowing people as individuals. Every team member completes a “user manual” and a strengths assessment so we understand how they operate and how to best work together. We make these visible not just within the team but to partners across the company who collaborate with us. Once you have that founda ...Read More

Another topic that is always top of mind for sales leaders, and their recruiting teams, is their employee retention scores. It is a massive expense to organizations when they see talent leave, whether regrettable or not, and have to spend resources recruiting, enabling and eventually filling that seat. Programs, behaviours and approaches that may help keep your teams intact and excited about their role, can include: - providing new challenges and opportunities. This can come in many forms of int ...Read More

In my view, the first role of leadership is that of a talent magnet. If you can't identify very talented people and create a compelling vision for them to join you or your team, you're going to have a really hard time accomplishing any goals. I've made it my mission as a leader to work backwards from that and think to myself, what would I want as a high talent seller? It's very clarifying and prioritizes how I approach my team. For me, a guiding talent principle is create a space where the team ...Read More

Great question. This is becoming increasingly hard in tech. The “next best thing” is always around the corner! I think there are a few fundamental things that retain top talent. First, is your quota actual attainable? Top talent won’t stay around if they can’t make their OTE. Make sure to create a plan people can hit. Second, are you helping them progress in their careers? Are you teaching them? Do they have a path to promotion? That’s critical to ensuring talent stays for years to come. Top tal ...Read More

While tech may have downsized lately, great sales professionals still have lots of options. The major driver of recent layoffs were to create more efficiencies in businesses; which leads to lower burn and more profitability. There are few roles as efficient and impactful on profitability as a top seller exceeding their quota. By nature these folks will always be sought after and have options - so retaining top talent should always be a priority. The biggest mistake I see in retaining talent, is ...Read More

Beyond the obvious things like making sure you have competitive comp and benefits and a great product to sell, these are a couple of other things that come to mind to ensure top talent feels heard and valued, which is critical for retention: Listen & Empathize - Make space to listen to your top performers. This is more than half the battle in my experience. People want to feel heard and valued and this builds trust and loyalty. Skip levels, 1x1s, feedback sessions, ENPS, etc. Respond- Listen ...Read More

Without sales, you don't have a business. Talented sales people are hard to find and even harder to retain. Here are a few questions I ask: Are your sales people bought in on the company mission and the future of what your company is building? Do you recognize them for their hard work and contributions to the company? Are you providing competitive compensation for your sales people? Do they believe they're working under the best sales leadership team that will continue to foster a positive and s ...Read More

Retaining top sales talent is crucial, especially in an industry where skilled sales professionals are in high demand. Here are strategies to help retain great talent: 1. Offer Competitive Compensation & Incentives • Base Salary + Attractive Commission Structure: Ensure your compensation package is competitive, with both a solid base salary and a lucrative commission structure. High performers should feel their efforts are rewarded. • Performance-Based Bonuses: Add bonuses for exceeding targ ...Read More