Shift your mindset from “my people are being poached” to “my people are being promoted,” and I’m proud of it!
At President’s Club 2017 for RingCentral in Monte Carlo, the VP of Sales pulled me aside and said, “look around this room, a large % of these Reps, leaders, and attendees, graduated from the Mass Market Sales Team.” I hear front line managers often complain that other sales teams are “poaching my people”. As a frontline sales manager or a Sales Director, consider flipping your view of “my people being poached” to “because of my leadership skills, my people are being promoted” and “thanks to my hard work and effort, I’m changing the lives of sales professionals one Sales Professional at a time!”
I’m not saying that it will be easy to see your A Players graduate to a new role, just saying that you should feel proud when they do. AND… you should own the communication with your leadership team to insure that you have a thought out strategy to always have a “bench” of strong candidates.
At one company – we kept +3 SDRs on staff and ramping at all times to backfill should an SDR get promoted to AE, or leave the company. Work with your CEO/CFO/CRO to come up with a strategy to keep a bench so that it doesn’t impact your team when you do promote A Players to new roles!
The last point – know your why! I’ll thank Misti Burmeister again. Misti is an Author, mentor, TEDx speaker & motivator and helped remind me not too long ago of what my life mission is – to help sales professionals unlock their inner magic and greatness to become world class sales professionals! This means, if you work for me, and you are a front line leader, get used to seeing your A Players “poached” so you can build another one, and another and another and so on.
Pastor Rick Warren, Author of The Purpose Driven Life, preached a sermon I’ll never forget at Saddleback one year when we lived in Southern California. He shared his purpose, and you could hear it from deep within his soul – “one more for Jesus”, he said. And he went on, and on and on. “One more for Jesus”.
Truth be told, I was awakened in the middle of the night about one month ago – and tied these two things together – “one more sales professional” and “one more for Jesus”. You see, when I was an entry level seller, someone helped me find the path the greatness. If it wasn’t for those leaders/mentors, and other sales professionals who helped me throughout my career and especially early on, I would never have been “poached” up the ladder.