Much of selling depends on relationships. Of course it's important for reps to be knowledgeable about their company's products and their prospects' businesses, but at the end of the day, people buy from people they like and trust.
So what happens when these likeable and trustworthy reps decide to bring their expertise elsewhere? If the salesperson is taking a job with a competitor that offers a similar product or service, there's a very real chance the rep's accounts will move with them. And this could spell serious trouble if the business is critical to your company's health.
But there are ways sales leaders can prevent this from happening, as illustrated in this infographic from ComLinked. For example, sales managers should conduct regular pipeline reviews to ensure all opportunities are known, and strive to forge their own relationships with stakeholders at each client's organization.
Implement these measures long before a two weeks' notice shows up in your inbox, and you'll be prepared to keep your customers close should your star seller decide to abandon ship.
Originally published Jan 16, 2015 7:30:00 AM, updated January 16 2015