92 S CENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are al- ready employed elsewhere. Well, this scenario is one managers often find themselves in. Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention. Recruiting and filling your talent bank is important. Even so, don't lose focus on the effort it takes to retain top talent. There’s always a strain on your re- sources when you try to scramble to fill a vacant sales position, but it’s a double-whammy when the vacancy is left by your superstar performer. Here are four things that highly successful sales managers consistently spend time and intention- al energy on to retain their top performers. 1. Schedule (and Keep) Individual Focus Meetings Even talented salespeople need (and like) your undivided attention once a week. Some use this time to help them with their most pressing challenges, while others want time to affirm the things they are doing well. Regardless of how a seller may use this time, for many it is sacred. When missed, or postponed, for perceivably less important things, it can be seen as uncaring and that they are not valuable enough for your time. Too many missed individual focus meetings can leave a bad impression. If you find yourself missing these 1:1 times reg- ularly, evaluate the ones that seem to be kept more consistently and rethink your schedule. Maybe a time of day or day of the week seems to work better than others. CENTER FOR SALES STRATEGY BLOG 4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers by Kim Alexandre