Make Sales Turnover Productive. Inspired by Nancy Bleeke @SalesProInsider

You may not know it, but no matter what the reason a salesperson walks away you can probably make it into a productive event.

The Good, Bad, and Ugly of Sales Rep Turnover by Nancy Bleeke got me thinking about how the bad impacts of salesperson turn over can be made productive.

Believe me I know how unproductive turn over can be; when I was promoted to Regional Sales Director, my territory was “given” to someone who looking back didn’t really want to be in sales. In one year she turned a President’s Club sales level account base into one that wasn’t even in the top 1/2 of the organization.

Here are my lessons learned that I implemented in unplanned departures:
1. As the sales leader contact the most significant accounts yourself and offer a team to them (you, a temporary salesperson, and technical resource). NOTE: “significant” could be current customers OR up and coming prospects… probably a mix of both.

2. If you’re going to transition the accounts internally; make salespeople apply JUST like you’re hiring them for the first time. You will find some things out about people you don’t know well that may bring them to the top of your list. The people you have in your head might not even apply.

3. Hiring someone new from the outside? make sure the temporary salesperson gets paid for the work they did and KNOWS up front that part of the deal is successful transition after on-boarding is complete.

4. The previous salesperson’s top accounts may never be the new account rep’s top accounts. No matter how well the transition is handled, there will be customers who either don’t click with the new rep OR jump ship to follow the salesperson who left. It’s tough but as the leader you’re going to have to get over it.

5. New accounts will rise to the top. Assuming you’ve hired well (internally or externally) new TOP accounts will emerge as the transition takes place. Celebrate!

6. Don’t allow the organization to discount the new account manager’s contribution. Over the years I’ve heard salespeople and sales leaders dismiss the accomplishments of a salesperson because “they were given buying accounts.” That is such a load of garbage – its not easy, especially if the account base was significant to the organization. Give the new person who is able to maintain and grow business the credit they deserve.