Worksheet: Name the reps you most want to keep

The best rep can leave and take the accounts. This sheet names the reps to keep, records why people leave and makes good selling visible. It builds the Competent step of the check:

The reps the business most wants to keep are known and talked to, and good selling is named by their manager when it happens.

Step 1. The keep list

Rep	Why we want to keep them	Last real conversation	What would make them leave	What we will do, other than a promotion	Owner

Ask the question in step 1 directly. Most reps will answer it.

Step 2. Record why people leave

Name	Date left	Tenure	Did we want to keep them?	Reason they gave	Reason we heard later

Step 3. Name good selling when it happens

Week	Rep	What they did	Where it was said
e.g. Week 12	Rep 4	Won back a lost account by fixing its delivery problem first	Monday meeting

One piece of good selling named at every team meeting keeps recognition from being only the bonus.

A business under 50 people: name the sellers you most want to keep and ask each one what would make them leave. When one of them sells well, say so in front of the others.

Done when: the reps you most want to keep are named and have been talked to, and good selling is named at team meetings.

Adapted from our own sales-organisation reference (PSP, 2011).