Of course, it's a good idea to hire the right person in the first place. Refer back to Section Two for advice on making sure the person you hire will perform on the job. Competitive comp plans. Review your sales compensation plan. Sales quotas should be set at attainable levels.
Salespeople like to win.
When quotas make winning impossible, success-oriented salespeople will go somewhere else. Sales quotas should also be individualized. Firms that take each salesperson's forecast into account generally have the lowest levels of turnover. Remember, unrealistic quotas always increase turnover. And higher turnover drives down productivity.