How to retain great salespeople & to dismiss those that need to go, with Judy Hoberman

An efficient sales team is vital to a profitable business, and it's a problem if people keep leaving.  It might be time to dig deep into what's going on with your sales team or need to rethink your work culture.

So how do you retain and motivate your top salespeople, who are keys to your business success?

And for non-performers, do you try to turn them around, or is it better to let them go? How can you do it properly and without drama?

 
In this episode, guest Judy Hoberman shares how to retain top salespeople when high commissions and monetary rewards might not be enough motivation. 

Judy is a successful speaker, consultant, entrepreneur, and the President of Judy Hoberman and Associates, a company focused on empowering professional women. 

She is an award-winning international speaker, best-selling author, trainer, and leading authority on women in leadership. With over three decades in business, she combines wisdom and humor with her behavior-shaping insights impacting audiences of thousands as well as small groups and individuals through her 1:1 executive coaching and mentoring.  Judy works with companies supporting their diversity and women's initiatives in leadership, recruiting, training, coaching, mentoring, and retention. She has written four books and is also a TEDx speaker.  

In this week's episode, we discuss:

02:46 What are the signs of a deeper retention problem with your salespeople?

04:41 Regarding "silent" salespeople, how do you uncover issues brewing underneath the surface?

07:08  What questions can you ask to help uncover any silent issues?

13:28 What are other non-financial motivators for salespeople? 

14:37 How do you implement a "recognition culture" in your business, especially for salespeople? 

16:49 Any examples of sales rep recognition programs that have failed or did not work? 

18:36 What can you do in advance to prepare yourself and your sales rep so that letting them go won't come as a shock? 

24:19 What signs or situations might cause you to let your big producer go?

27:36 What can you do to make it easier to have difficult conversations about letting people go?

32:33 What's the one step to take right now to ensure good employee retention rates? 

Resources:

Judy Hoberman, Successful Speaker, Consultant, and Entrepreneur
Judy Hoberman and Associates, Selling In A Skirt:
https://www.sellinginaskirt.com/

LinkedIn: 
https://www.linkedin.com/in/judyhoberman/

Twitter:
https://twitter.com/SellingInASkirt

Email: 
[email protected]

Author of Walking On the Glass Floor: 
https://walkingontheglassfloor.com/

The Greatest Missed Opportunity | Judy Hoberman | TEDxTurtleCreekWomen: https://www.youtube.com/watch?v=Kgk-3QEM6tw

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | How to Retain Great Salespeople & to Dismiss Those That Need to Go:
https://www.newcastlefinance.us/post/how-to-retain-great-salespeople-to-dismiss-those-that-need-to-go