There’s no doubt that selling is a skill, and there’s no doubt that travel is one of the most fun, diverse and interesting products to sell.
But what happens when the buzz of the sale starts to pall for members of your team?
This is something that can happen to the best of sales people. It could be that, after years of working shifts, the thought of Monday to Friday and weekends off start to look very appealing. It could be that the person is just looking for the chance to learn something new and move their career in a different direction. It could be that they’re just not awfully good at selling. Or it could be a change in personal circumstances. Whatever the reason, it’s crucial to do your best to retain them.
Let’s put aside the loyal service that this person has given to the company and the contribution they have made in sales. The fact is, retaining the valuable skills of the now ex-salesperson is vital for business success. All too often, companies don’t identify what other skills employees might have which can be used in other areas, or identify their key strengths which, with a little training and development, can be used to drive the business forward.
“Sales people can be ideal in marketing roles, because they know what sells and what customers want”
Sometimes, people can be let go needlessly, when they could have continued to be an asset.
Barrhead Travel is, fortunately, consistently expanding, so new support roles pop up with surprising regularity across the business. Thanks to regular appraisals, we know each individual’s strengths and the transferable skills they possess, so we keep some great staff who are committed to the company long-term.
Sales people can be ideal in marketing roles, because they know what sells and what customers want. They’re invaluable in our product department, in fares and ticketing, in training, and in business development, with many of our current teams being staffed by people with a sales background, because their previous experience helps them fit into these roles.
They know how to deal with people, which can be invaluable.
The benefits of retaining sales staff who have lost their zest for selling are many. Not only do they bring new, unbridled enthusiasm to their next role, but not having to recruit saves companies time and money, because they already know the organisation, its people and procedures. And they really appreciate getting the chance to prove themselves in a different area of the business.
Travel is seeing a massive skills drain, as good people continue to leave the industry. Why not give them the chance to progress their career in your company rather than letting them go? I can think of many, many people at Barrhead Travel who have started in sales, some as apprentices initially, and who have moved into new jobs across the business with great success. How sad it would have been if we’d said goodbye to everyone who had simply asked to change their role.
Sharon Munro is chief operating officer at Barrhead Travel
