The first step to retaining your company's best sales representatives is to identify who they are, writes Scott Gruher. This may be tougher than it sounds, because even an average performer might be able to exceed quota in the right sales territory. Make sure you are giving your most skilled reps the tools to be successful, and try to refine your approach to leadership. High-performing salespeople "need a boss that will remove obstacles, provide candid feedback, and challenge them," Gruher writes.
Published in Brief: