{"id":1403,"date":"2022-03-15T15:52:04","date_gmt":"2022-03-15T13:52:04","guid":{"rendered":"https:\/\/www.brightermonday.co.ug\/discover\/?p=1403"},"modified":"2022-03-15T15:52:05","modified_gmt":"2022-03-15T13:52:05","slug":"how-to-improve-the-employee-retention-in-your-sales-team","status":"publish","type":"post","link":"https:\/\/www.brightermonday.co.ug\/discover\/how-to-improve-the-employee-retention-in-your-sales-team","title":{"rendered":"How to improve the employee retention in your sales team"},"content":{"rendered":"\n<p>The sales role was the most in-demand job function between February and September last year according to <a class=\"article-body-links\"href=\"https:\/\/bit.ly\/3tRmx68\">data<\/a> from BrighterMonday Uganda.<\/p>\n\n\n\n<p>It accounted for a combined 14% of all roles we published during the period and throughout last year, we processed over 12,000 applications for a sales position. <\/p>\n\n\n\n<p>Almost 30% of all the sales jobs came from the banking, finance and insurance sectors, 15% from the retail &amp; FMCG sector and some 12% in the manufacturing sector.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_81 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-69f5049263bc9\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"ez-toc-cssicon\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-69f5049263bc9\"  aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.brightermonday.co.ug\/discover\/how-to-improve-the-employee-retention-in-your-sales-team\/#Recruiting_Retaining_Your_Best_in_Sales\" >Recruiting &amp; Retaining Your Best in Sales:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.brightermonday.co.ug\/discover\/how-to-improve-the-employee-retention-in-your-sales-team\/#Company_Culture\" >Company Culture:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.brightermonday.co.ug\/discover\/how-to-improve-the-employee-retention-in-your-sales-team\/#Competitive_Compensation\" >Competitive Compensation:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.brightermonday.co.ug\/discover\/how-to-improve-the-employee-retention-in-your-sales-team\/#Career_Development\" >Career Development:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.brightermonday.co.ug\/discover\/how-to-improve-the-employee-retention-in-your-sales-team\/#Final_Word\" >Final Word<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-recruiting-retaining-your-best-in-sales\"><span class=\"ez-toc-section\" id=\"Recruiting_Retaining_Your_Best_in_Sales\"><\/span>Recruiting &amp; Retaining Your Best in Sales:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Recruiting a great sales representative is crucial for any business and that is why BrighterMonday Uganda is a trusted source of talent because we have a vast job seeker database and experienced recruitment team to get our clients the best talent.<\/p>\n\n\n\n<p>That is <em>only part of the solution<\/em>. Keeping the great sales representative is the other part and this usually depends on the <strong>company culture<\/strong>, <strong>compensation<\/strong> and <strong>career development<\/strong> plans in place. Often, it is a combination of all those factors.<\/p>\n\n\n\n<p>Retaining a sales personnel, especially one that <em>meets or exceeds<\/em> their <strong>return on investment (ROI)<\/strong> and other key metrics of the company is of utmost importance but while it is <em>impossible<\/em> to eliminate turnover entirely, it is key to consider some factors when trying to retain your top sales personnel.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"678\" src=\"https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/adeolu-eletu-unRkg2jH1j0-unsplash-1024x678.jpg\" alt=\"Man looking at statistics and chats on his tablet\" class=\"wp-image-1407\" srcset=\"https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/adeolu-eletu-unRkg2jH1j0-unsplash-1024x678.jpg 1024w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/adeolu-eletu-unRkg2jH1j0-unsplash-770x510.jpg 770w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/adeolu-eletu-unRkg2jH1j0-unsplash-1536x1017.jpg 1536w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/adeolu-eletu-unRkg2jH1j0-unsplash-scaled.jpg 2048w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/adeolu-eletu-unRkg2jH1j0-unsplash-390x258.jpg 390w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-company-culture\"><span class=\"ez-toc-section\" id=\"Company_Culture\"><\/span>Company Culture:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>The first important factor to consider is the <em>company culture<\/em>. An <em>all-inclusive culture<\/em> that embeds customer experience in sales makes sure that the focus is not solely on sales but working with other departments to enrich the customer experience.<\/p>\n\n\n\n<p>This also reduces the pressure that often sits with the sales team and distributes it across the organization therefore, a win for one department is a win for the others and vice versa.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-competitive-compensation\"><span class=\"ez-toc-section\" id=\"Competitive_Compensation\"><\/span>Competitive Compensation:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Equally important is creating competitive compensation packages for your sales personnel which could be benchmarked within your industry or depending on their experience. <\/p>\n\n\n\n<p>This ensures that your personnel are well compensated and incentivized to deliver results.<\/p>\n\n\n\n<p>A key aspect to include in a compensation package is <em>performance based pay<\/em> which should be clearly communicated and designed to make sure the targets are realistic and once they are achieved, the personnel gets fairly rewarded. <\/p>\n\n\n\n<p>This keeps their <em>morale high<\/em> and focuses pay on performance.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"684\" src=\"https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/christina-wocintechchat-com-0Nfqp0WiJqc-unsplash-1024x684.jpg\" alt=\"Colleagues engaging in a meeting at office\" class=\"wp-image-1404\" srcset=\"https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/christina-wocintechchat-com-0Nfqp0WiJqc-unsplash-1024x684.jpg 1024w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/christina-wocintechchat-com-0Nfqp0WiJqc-unsplash-770x514.jpg 770w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/christina-wocintechchat-com-0Nfqp0WiJqc-unsplash-1536x1025.jpg 1536w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/christina-wocintechchat-com-0Nfqp0WiJqc-unsplash-scaled.jpg 2048w, https:\/\/www.brightermonday.co.ug\/discover\/wp-content\/uploads\/2022\/03\/christina-wocintechchat-com-0Nfqp0WiJqc-unsplash-390x260.jpg 390w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-career-development\"><span class=\"ez-toc-section\" id=\"Career_Development\"><\/span>Career Development:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Lastly, designing a clear <em>career path<\/em> for the personnel is very important to ensure that they <em>develop and grow<\/em>. <\/p>\n\n\n\n<p>Beside pay, one of the <em>most cited reasons<\/em> why people leave their work and companies is the <em>lack of adequate training, coaching, development opportunities<\/em> and recognition for the milestones they make during their career.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-final-word\"><span class=\"ez-toc-section\" id=\"Final_Word\"><\/span>Final Word<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>It is therefore important to develop a plan to advance your personnel development and careers to ensure they feel <em>challenged<\/em> and <em>motivated<\/em> to keep delivering their best results.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales accounted for 14% of all roles we published during the period and throughout last year, we processed over 12,000 applications for a sales position.<\/p>\n","protected":false},"author":146,"featured_media":1405,"comment_status":"open","ping_status":"closed","sticky":true,"template":"","format":"standard","meta":{"footnotes":""},"categories":[133],"tags":[],"content_author":[],"class_list":["post-1403","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-job-market-news"],"_links":{"self":[{"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/posts\/1403","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/users\/146"}],"replies":[{"embeddable":true,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/comments?post=1403"}],"version-history":[{"count":0,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/posts\/1403\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/media\/1405"}],"wp:attachment":[{"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/media?parent=1403"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/categories?post=1403"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/tags?post=1403"},{"taxonomy":"content_author","embeddable":true,"href":"https:\/\/www.brightermonday.co.ug\/discover\/wp-json\/wp\/v2\/content_author?post=1403"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}