121 A s a sales manager, do you expect your sellers to conduct Client Needs Anal- ysis routinely with their clients? I’m sure you do. Because you know that cus- tomer needs change all the time. What a client focuses on this quarter may vary in the next. The only way to know their goals is to ask regularly. That same focus of uncovering needs and goals applies to those you manage as well, as it leads to greater loyalty and retainment of your staff. How often do you take time to ask each person on your team what they want in their job, what they need from you, from the company? Wouldn’t it be nice to know these things so that you can engage, develop and retain them? Employee engagement is such an important aspect in overall happiness on the job since it leads to retention. As the average cost of replacement hovers around 1.5x a person’s salary, keeping your employees engaged is crucial in achieving the goals you have for this year and beyond. CENTER FOR SALES STRATEGY BLOG A Key Piece in Successful Employee Engagement by Deborah Fulghum