Do you worry that your salespeople will take good clients with them if they leave?

Do you have to work extra hard to save clients when a salesperson moves on?

Why would you put the entire success of your company in the hands of your sales team? That's exactly what you're doing if you don't have a marketing machine running in tandem and in support of your physical selling team. Companies have far less to worry about if they sell the entire company and not just the salesperson, but that's what you're doing if your customers and prospects are only exposed to your company through the salesperson.

So, how do you sell your entire company?

1. Have many marketing tools and vehicles working for you to remain "top of mind" with prospects and customers. Make sure they are hearing from the company regularly, in addition to their salesperson's contacts.

2. Give your customer team support and a personal touch. Involve receptionists, customer service representatives, delivery staff, accounting personnel, management, and as many other staff members in building customer relationships. Customers become "bonded" to their salespeople because of the personal touch, so make sure they are getting personal attention from more than just their salesperson.

3. Jump in immediately when a salesperson leaves to maintain your client-company bond and instill confidence in the client.

4. Implement a system to follow-up with clients at least annually to make sure they are happ with their salesperson. Customers who become displeased may be too embarrassed to complain and instead choose to quit the company rather than "tattle-tell" on a specific individual. Clients need to "click" with their salespeople and you'll never know if the relationship is a good fit unless you ask the client.

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