Critical Tips to Retain Sales & Marketing People by Jae-ann Rock

Posted on Jul 17, 2023 in Blog, Meeting/Event Planning, Training and HR

Knowing how to attract and retain your high-quality sales and marketing people is critical in today’s business climate.

“Employees are increasingly looking for jobs that fit their idea of a proper and meaningful life. This means they focus more on what they like than on the necessity of having a job…” – Forbes

What does this mean for your business?

Businesses MUST be proactive to determine if they are meeting employees’ needs. Look beyond the basics of compensation and benefits. You must look at the REAL DRIVERS of employee engagement and SATISFACTION including:

  • Communication and feedback
  • Organizational culture / Relationships with managers and peers
  • Social responsibility
  • Rewards and recognition
  • Performance feedback / Career development opportunities
  • Understanding of the organization’s goals and vision

Below are three practical ways to help retain and attract great sales and marketing people:

  1. Provide regular feedback, recognition and appreciation“Compensation is a right, recognition is a gift.” (Rosabeth Moss Kanter)  Thank your employee spontaneously, by name, for their contributions. Be specific in your feedback and recognition.  Identify the value that the employee brings to the team and the organization as a whole.  Celebrate success and provide positive feedback on a regular basis for a job well done.  
  2. Provide small perks at work – These are not things that break the bank, but rather, little perks that make employees know they are appreciated.  Ideas include such things as: Zoom bagel mornings, a gift card, flex time, virtual team building events and contests, discount memberships, well-being classes, matching employee charity donations, etc.
  3. Provide meaningful workThis is imperative.  One of the most important ways to keep employees engaged is to give them meaningful work!  If you are like most companies marketing/selling Corporate Training & HR, there’s a high chance your team is WASTING 75% of their time looking for the RIGHT person – and only 25% of our time actually speaking with the RIGHT person. It is shocking the amount of time spent sitting on hold, bouncing from one person to the next, listening to large HR voicemail menus, etc. This is highly disheartening to those on the front lines of sales. It not only kills productivity, it kills employee engagement and employee satisfaction which drives employees away. Remember, in a post-Covid world, meaningful work is becoming more important than ever. If you don’t give your employees what they need, they will move to a company that CAN. It is critical that you fix this “list data” problem asap to reduce turnover, increase performance and results! 

More about #3 and what you can do TODAY to improve job satisfaction:

The best way to quickly show your sales/marketing team that you value them is to provide them with an ACCURATE, targeted list of decision-makers in Training & HR. Give them a direct connection to the decision-maker spearheading new initiatives… 

  • Provide your sales reps with the tools they need to perform meaningful work – for a sales rep, meaningful work is the act of SELLING. 
  • Invest in a high-quality list of corporate training & HR decision-makers so your reps can stop wasting their time digging for leads!  (Salespeople don’t like digging for leads any more than you like paying them high wages to do so!)  Help your sales reps spend more time doing the real value-added work, like talking with customers. By doing so, you will: 
    • Increase selling time and sales results
    • Decrease absenteeism and attrition
    • Improve employee engagement – sales reps want to SELL – so let’s remove barriers to selling! Give them a list of decision-makers IN YOUR TARGET MARKET that they can call on and email TODAY!

Using outdated or inaccurate leads or list data KILLS employee engagement. FACT: Most marketing/selling teams waste more than 75% of their time looking for the RIGHT person – and spend less than 25% of their time actually speaking with the RIGHT person. How incredibly frustrating that must be.

Be a good employer. Fix your “list data” problems asap!

Why care? You must give your people what they need to succeed before they LEAVE and go elsewhere to find a company that will!

Remove barriers to selling by giving your people access to the right decision-makers they need! The results?

  • Improved marketing results
  • Increased selling time and sales results
  • Decreased absenteeism and employee turnover
  • Improved employee engagement and SATISFACTION

MTG’s database consists of more than 39,000 Training & HR decision-makers, resulting from a personal conversation with each and every contact in our database.  This is vastly different from what a typical “list broker” with millions of contacts can ever offer you.

If you have never used a Mentor Tech Group list, you will be amazed at the quality and accuracy of our database.  We guarantee it.

How our clients describe MTG lists:

  • Well worth the investment.
  • Perfectly targeted list.
  • Exceeded expectations.
  • Valuable time saver.
  • Reliable.
  • Highly accurate.

We have THE database of the top U.S. Corporate Training & HR decision-makers that you NEED to succeed!

Contact us today for a live demo at (651) 457-8600, Ext 1.

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