If you lead a sales team, here are some proven and simple ways you can make your top performing sales reps leave (Note …I am not quite sure why anyone would want their top reps to leave, but I have seen all of these things first hand, so I thought I would compile a list for easy reference in case you find yourself so inclined?):
- regularly change the compensation plan
- reduce the commission rate if reps start producing big sales and big commission cheques
- penalize the sales team for poor post sales delivery
- refuse to comp sales reps on certain types of sales that generate desirable profits for the company
- fail to support them with proactive product management, strong product development, professional delivery and effective support
- invest nothing in marketing and brand recognition
- make them spend a lot of time completing reports and doing other non-selling activities
- hire sub-par sales reps and keep poor performers on board
- step in to take over accounts reps have worked hard to acquire and develop
- focus on hours and activities instead of results
- forget to be a cheerleader that distracts everyone from the daily rejections
- require reps to make cheap travel arrangements which waste valuable selling time
- don`t provide best practices and resources such as objection handling scripts and reference material
- ask reps to lie to customers and prospects in order to close more business
- avoid coaching and constructively helping the reps be bigger producers
- refuse to leave your office and visit customers
- pay commissions late
- take credit for closing deals the reps close
- imply that selling is the easy part of a company`s success
If you actually care about the success of your business and you find yourself doing anything on the list above, stop yourself immediately!
Eliot.
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Great Post Eliot. Sadly I see number 2 happen too often. Its becuase companies don’t proactively inlcude a winfall clause in the compensation agreements to allow them to pay a large commission over time. This mistake is so easily avaolidable!
You should also add – #20 Having Sales Managers compete with their reps by selling direct to their own customers. Having sales managers sell direct, and compete with their own reps for leads is disfuncational.
You are right on! Early in my career I changed jobs because of at least one or more of the above until I became aware of my own value. Thanks for sharing your thoughts and keep selling!
I couldn’t believe the flashbacks this post produced. I am really pissed off to say that I have personally experienced every single one of the ‘sales insults’ you listed. Often, the offending company found a way to bundle multiple offenses up into a bitter package of diminishing returns for the good reps. I’ve left companies because of it and have internalized the lessons as I’ve built up sales teams. Great post.
I hear ya Peter. Too bad it is a post that had to be written. Eliot