Sales Recruitment: Some Thoughts – Part 2

Merry go Round-B&W and Blue

It’s widely accepted that recruitment is as time-consuming as it is costly, to say nothing of the ‘rock the boat’ implications once when someone has handed in their notice. Whether because of dismissal or resignation (don’t forget it’s illegal to revive a post you have already formally deemed ‘redundant’) the office rumour machine will have gone into overdrive often before you’ve realised you may need to assign someone temporarily to manage any accounts which look vulnerable.

There can be other consequences, too.

Owing to the essential responsibility of the job, a salesperson who’s given notice and still kicking around the building, will often have a greater negative impact on their team than an employee in a different role. Acting alone, sales reps on resignation period have been known to copy client records (and email them to their personal account), make moves to take valuable customers with them, mishandle clients by having lost the commitment to customer service or make approaches to other team members to join them in the wonderful career move they’ll be making. It really is not nice to have to make this list, but it’s not uncommon, and in the unlikely case that anyone reading this has never had such experiences, well lucky you, is all I can say; but that’s the reality. Forewarned is forearmed.

Regarding the wider team, sales departments thrive best as positive, upbeat environments. The imminent departure of one of their own can, rightly or wrongly, remind a team of a better life (and pay) outside. It may also depress morale, affect productivity and create general unsettlement; every single one a motivation zapper and not conducive to making sales. This is why I usually advise employers to just pay off the rep, take the hit, reassure the rest of the team that it’s business as usual and get on with finding the best replacement possible. Understandably, given the economic conditions of recent years this can be hard to accept, but the price of a de-motivated sales force in a still-difficult climate is likely to be far higher.

 

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