Keeping your top salespeople

Take a unique interest in each team member
Napoleon had a keen interest in individuals. It's said that he walked among his men and occasionally asked how a particular family member was faring. His troops were amazed at how much personal information he knew about them. This helped explain their deep loyalty toward him. The message is that people want to know that their managers care about them as people, not just as sales producers.

Play to strengths

For salespeople, success and personal fulfillment come from doing what they do best every day. One of the vital roles managers play is helping team members discover and develop their own unique talents.

Keep growing personally

Personal growth as a manager must be ongoing. The most dynamic leaders are always investing in their own growth. New authors, new speakers, new friends, new intellectual disciplines, and cross-industry pollination keep managers fresh, growing, and inspired.

Be a model of optimism

Few things energise salespeople more than an optimistic, explanatory style. Salespeople look to their leader to explain what events mean when they occur. Leaders set the tone with their explanations. When they model optimism, they create confidence.

Help salespeople grow

Job security today does not reside in the company - it resides in the salesperson. Managers who make their salespeople better, are making them more employable. Risky? Sure. But it is riskier not to make the investment. Managers who invest in their people's development become valuable allies.