Spotlight

How to Attract and Retain Top Sales Performers

A study by Towers Watson revealed some effective ways to attract and retain top sales performers and critical-skilled employees. According to the study, 66% of organizations have experienced difficulties appealing to top sales performers, and 41% have had problems keeping them around.

Both of these percentages have increased in the past years, indicating a trend that the competition for critical-skill employees has been intensifying.

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In order to retain the top sales performers, companies should positively engage top talents in the long term. Some ways to attract and retain them are:

  • Offer an attractive salary system and retention bonuses
  • Provide career advancement opportunities
  • Target the training and development opportunities
  • Increase workplace flexibility
  • Provide social benefits
  • Improve your employer brand
  • Develop an engaging work environment and corporate culture
  • Be open for innovation and change

One striking fact was that only 31% of managers leverage “increased/targeted use of training opportunities” to entice top sales performers. You might be missing many opportunities to motivate those you should want to foster the talents of the most. You should not overlook them when offering training because they might already be the best on your team. Additionally, doing so is also likely to show them that you value their skills and talents. This will decrease the chances that they might get bored or feel like it is time to change jobs.

Top Sales Performers Like A Complex Blend of Incentives

Perhaps the most surprising finding from the study was that, on average, managers only use 1-3 of the tools mentioned above. If you mix 4 or more the methods listed above, it is very powerful. It would give you a tremendous edge over your competitors and could be the secret ingredient for the long-term success of your company. So one thing is for sure: Those talented and savvy top sales performers will also have a lot more to consider before they decide to jump ship.

In order to attract and retain the top sales performers: Offer an attractive salary system and retention bonuses Provide career advancement opportunities Target the training and development opportunities Increase workplace flexibility Provide social benefits Improve your employer brand Develop an engaging work environment and corporate culture Be open for innovation and change

For more on the power of targeted training and enablement opportunities, check out the 5 Reasons HR needs to Focus on Employee Development at your company. Or download our latest whitepaper on sales enablement below.

sales management to sales enablement

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