As we dipped our toes into live events over the last couple of months, a new set of conversations emerged. Printing companies, already struggling with staffing in the office and in production, have a new concern. Sales team members are resigning, too. Sometimes without much notice, precipitated by requirements to return to an office or return to travel. Their decisions have enormous consequences.

Some companies can negotiate a way forward. A bit of accommodation, some changes to account management, and salespeople on the fence might choose to stay. But for others, the decision to exit has been made, and the vacuum they leave is challenging to fill.

There is no magic wand to wave that will imbue a new salesperson with the knowledge of someone who is leaving. Even if you have someone to take up the work and receive a quality turnover of notes and a round of introductions, the comfort of the relationship doesn’t materialize overnight. That is why a sales succession plan should be built and reviewed regularly.