Owners often complain that they continue to loose clients because they loose sales people. When sales staff leave the organization, they move out along with the clients. 1.This places organization at the mercy of sales staff, 2. Sales staff do leave and organization undergoes tremendous pressure to obtain new clients (knowing that a new client cost more than 5 times retaining an existing client). 3. Attrition of sales staff impacts its top line and growth. The disturbances in sales lines, takes a lot of management attention, and prevents it from focusing on real issues i.e. growth.
The actions that management traditionally take is to choose between own staff and clients, and then build a business strategy. In reality, the management needs to aim at both: retention of its staff and retention of its clients. It is possible to retain staff as well as the clients. Read the article ‘When Sales Staff Quit, Clients Switchover‘, for details.
31 March 2014