In this episode, Heather Price and Sabine Robinson talk about how to keep successful Reps engaged and coach them to an even bigger and better future. It is important to remember that even when an FR is really successful, there are still going to be bumps and pitfalls, and sometimes these are the FRs who can be the most challenging. According to Sabina’s experience, they tend to be more independent, more confident, more competitive; they do not like being put in the box, being told what to do, and they usually come with some ego. Heather and Sabina share close to a dozen different things that you can talk to a very successful Rep about to keep them motivated. They also share tips on how to notice that a Rep might get recruited away and what to do when you notice their motivation has decreased. In the Say That Again segment, they role-play a sample of the conversation you can have with a high-achieving Rep. 

Episode highlights:

03:43 - Give them plenty of positive feedback. You want to make sure that they know what they are doing right. 

07:28 - Impact is one of the things that people really talk about in recruiting and that people want to have; they want a career where they have an impact. 

11:11 - Not everybody is necessarily motivated by money or by winning a contest. There are other ways to recognize them for doing a great job. 

16:52 - Let them know that you noticed. They may or may not open up, but just let them know. 

20:45 - They suddenly start asking questions about their contract. That’s almost always an indication that someone else is in their ear talking about how the grass is greener on the other side of the fence. 

Say That Again:

23:41 - Heather and Sabina role-play a snippet of a coaching session with a high achieving Rep. Heather plays the advisor who is four months in and is killing it. Sabina is the coach.  

Contact information: 

Heather Price Consulting