August 25th, 2020 Taxloopholes.com Advisor
Hiring a solid sales team can be a challenge for any business owner, especially one who doesn’t feel particularly confident with sales themselves. Over the past 25 years, I have spoken with thousands of business owners who struggle with hiring and keeping a sales pillar running smoothly. So I wanted to share my top five danger points when hiring and managing a new salesperson within your company.
Are you hiring a “marketing” person or a “sales” person?
The line between marketing and sales is often blurred. Someone with a “business development” background can be a marketing person in disguise, so if you think that may be who you’re interviewing, you want to make sure to ask the right follow-up questions to get a good feel for their sales experience.
Think about what your business needs in a good sales representative. You may need:
Think of the closer as the center on a basketball team. He or she is going to put up a lot of points, but they are going to need the team to feed them the ball in the paint to do it. The prospecting closer is like the point guard. He or she can create the opportunities and finish at the hoop, but rarely will they outscore a star center.
Use common sense when setting up and managing your sales system and be on the lookout for salespeople who have a tendency to break the rules to suit their needs. From day one, set up appropriate incentives, measurement tools, feedback, and expectations to keep the team on the same page.
As a sales manager, one of the best things you can do for your sales team is measure the right things at the right time to empower your superstars. Begin by measuring and reporting behaviors that lead to results, and do this on a daily basis. Once they have a feel for the process, you can then move to weekly reports to track progress. If someone starts to fall behind, review behaviors and results daily until the results improve.
As mentioned above, everyone on your sales team is going to have strengths and weakness, so don’t rely on one closer to do it all.