How to Keep Your Best Sales Talent from Jumping Ship
You just lost one of your top sales reps—and they didn’t just leave for any job. They went to a competitor.
💡 The truth? Losing great salespeople to competitors is preventable—if you understand why they leave and how to fix the root causes.
✔️ If your comp plan isn’t competitive, they’ll find one that is.
✔️ If they don’t see growth potential, they’ll go where they can advance.
✔️ If they feel unsupported, they’ll move to a company that values them.
A lost top performer doesn’t just cost you their sales—it gives your competitor an advantage.
Here’s why your best reps are leaving and how to stop it from happening again.
The Real Reasons Top Sales Reps Leave for a Competitor
Spoiler: It’s not always about money.
✅ They Feel Capped on Earnings – If your comp plan limits their income, they’ll go where the ceiling is higher.
✅ They Don’t See Career Growth – If there’s no clear path to leadership or bigger accounts, they’ll move up elsewhere.
✅ They Feel Undervalued – Sales reps thrive on recognition and rewards—if they feel overlooked, they’ll leave.
✅ They Lack the Tools to Succeed – If they’re frustrated with pricing, product availability, or poor leadership, they’ll find a company that supports them.
✅ Your Competitor Sold Them a Vision – If your company culture, leadership, or vision isn’t compelling, they’ll jump to a company that makes them feel valued.
📌 Action Step: If you’ve lost a key sales rep recently, do an honest exit interview to find out why—and fix what’s broken.
Step 1: Fix the Gaps in Your Compensation Plan
Great sales reps know their worth—and they’re always evaluating their earnings potential.
How to Keep Your Pay Competitive:
✅ No Commission Caps – The best reps won’t accept an earnings ceiling.
✅ Competitive Base + Strong Commission – If your comp plan doesn’t reward performance, they’ll find one that does.
✅ Regular Comp Reviews – The market shifts. Your pay should, too.
📌 Action Step: Compare your comp plan with competitors at least once a year to ensure it’s competitive.
Step 2: Show Them a Clear Career Path
If they can’t grow at your company, they’ll grow somewhere else.
What Sales Reps Want:
✅ A path to bigger accounts, higher commissions, and leadership roles.
✅ A company that invests in their career with training and mentorship.
✅ A long-term opportunity—not just a paycheck.
📌 Action Step: Have career development conversations with your top reps before they start job hunting.
Step 3: Create a Culture That Sales Reps Want to Stay In
Compensation gets them in the door. Culture makes them stay.
How to Build a “Stay Culture” for Sales Teams:
✅ Recognize & reward success—publicly and privately.
✅ Support them with great pricing, solid inventory, and a strong brand.
✅ Eliminate unnecessary obstacles (outdated CRM, slow approval processes).
📌 Action Step: Ask your top reps what frustrates them—then fix it.
Step 4: If a Competitor Tries to Poach Your Rep, Here’s How to Respond
Your best reps will get offers—how you handle it determines if they stay.
What to Do If a Competitor Is Recruiting Your Sales Rep:
✅ Have a proactive conversation—don’t wait for their resignation.
✅ Ask what they’re being offered and address concerns—without being defensive.
✅ If they’re truly unhappy, don’t just throw money at them—fix the real problem.
📌 Action Step: If you’d fight to keep them after they resign, why not do it now?
Step 5: If You Lose a Sales Rep, Protect Your Business
If a key sales rep leaves, minimize the damage.
What to Do When a Sales Rep Joins a Competitor:
✅ Review their non-compete and customer agreements.
✅ Have a plan to retain their accounts and reassign relationships.
✅ Conduct a “lessons learned” debrief to prevent future losses.
📌 Action Step: Have a Sales Transition Plan ready before you need it.
The Bottom Line: Stop Losing Your Best People to Competitors
If your top salespeople are leaving, it’s a red flag.
✔️ Fix your comp plan so they don’t feel underpaid.
✔️ Show them a long-term growth path.
✔️ Create a culture they don’t want to leave.
✔️ Be proactive when a competitor starts recruiting them.
🚨 Don’t wait until your best rep resigns—start making changes today.
✅ Need help retaining top sales talent?
📩 Schedule a consultation today at www.BuildingGurus.com/Discovery
