There’s a lot riding on the success of the sales team. Without strong close rates, a company’s goals quickly slip out of reach, endangering growth projections and overall stability.
But to have a shot at those goals in the first place, leaders must maintain a sales team that’s fully staffed and satisfied — a challenge in an industry with particularly high turnover. In fact, turnover among sales professionals recently measured about 10 percent higher than professionals in other industries.
Equipping sales team members with the procedures and knowledge that allow them to do their jobs effectively is one step toward ensuring sales team retention, but leaders must also prioritize continuous growth with the future in mind.
“Investing in your team’s trajectory is always a win,” said Karin Simelaro, chief revenue officer at Seesaw. The leaders behind the edtech platform believe that their mission to create an environment that inspires students to succeed should be reflected in their professional development efforts — because, if their sales team members are not motivated to grow within the company, they might choose to grow elsewhere.
In fact, a survey by McKinsey & Company found that the top reason professionals are leaving their positions in 2022 is a lack of career development or advancement.
By developing the members on her team and providing the right resources for them to be successful, Simelaro is investing in her employees’ growth while at the same time maintaining a strong pool of talent that works toward achieving company goals. Built In San Francisco sat down with Simelaro to learn her strategies to keep the sales team fully staffed.
What’s one strategy that has helped you maintain a full-strength team despite turbulence in the labor market?
We are actively building an internal growth pipeline to grow our talent. We invest in a robust sales development team with a strong leader, and we develop these team members into associate account executives and eventually account executives. This growth and development path ensures we have a consistent pool of talent.
What are the most important factors affecting the job satisfaction of a sales rep?
Educational sales has evolved over the past two years due the influx of purchasing in 2020. A thoughtful go-to-market strategy is key to success for a sales rep. Internal enablement and the right resources are also important in helping them drive toward success. Of course, compensation is another key factor.
If you have the time and resources, develop your talent internally.”
What advice would you offer sales leaders who are currently struggling with hiring and retention?
If you have the time and resources, develop your talent internally. Individuals who move into a new role will be able to ramp up quicker than bringing in someone new. Ensure you are setting your team up for success with reasonable quotas in new roles and a really solid onboarding plan.
