Keep ’Em On Their Toes

Let your experienced reps help you train, coach and encourage newer employees; they’ll provide additional value in the operation, and you’ll get back some of the benefit of your investment in them.

9. Teach long-term reps the business. It’s easier and more effective to make decisions based on context and strategy if you understand them both. Most reps aren’t familiar with their marketplaces, the competitive situations their organizations face, the cost structure, or even where their own jobs fit into the flow of information upstream and down.