Keep ’Em On Their Toes

So check frequently to be sure their numbers are in the appropriate range. Periodically monitor their calls to make sure they’re not in a quality slump. Don’t assume good performance lasts if no one’s watching. Watch for small changes so you can address them before anything goes too far awry.

2. Involve your more tenured reps in the choices and decisions that affect their work directly. Show them respeect and keep them engaged by giving them new things to think about. Show respect for their ability to self-determine. If you’re considering a new break schedule, ask them how they’ll be affected by it and what timing makes the most sense for them. If you revise your vacation policy, explain the underlying goals early in the development of the new policy. Try to give them some choice about how the new requirements will be applied.