SALES PLAYBOOK
Building A World-Class Sales Organization
As you look to build a world-class sales organization , make sure you are focused on the right things . As a sales manager or business leader , it is not your job to grow sales . It is your job to grow salespeople in quantity and quality every day . The following five initiatives are the main areas to focus on when building a world-class sales organization :
Finding Good People The process of recruiting good talent
1 to your organization is not one that happens by chance . Many companies get aggressive about recruiting only when they need somebody to add to their team or when they need to replace somebody who has just left their team . Recruiting is a process , not an event . It must be ongoing and continuous . Can you imagine only going after a new customer when you lose an existing one ?
Getting Them To Join Your Team Now that you ’ ve spent
2 countless hours , days , and months hunting your prey , you finally have them in your sights . Once they agree to sit down for a formal interview , have the full expectation that the candidate has prepared and practiced a very thorough and professional presentation for your company and its products , services , features , advantages , and benefits . This is only natural when you think about it in the context of your sales process .
Getting Them Trained And Producing Now that you have
3 brought new talent onto your team , it is imperative to have a plan to get them " into the game " as soon as possible . We often hear from sales managers and CEOs that the " ramp-up " time for salespeople is six months , one year , or more . It is the goal of this initiative to get those salespeople ramped up quicker and producing results .
Growing Them Into Top Producers It is my belief that training must be ongoing and continuous . As company leaders , you
4 send your salespeople out into battle every day facing constantly changing forces in the marketplace . I tend to use the analogy of sending lumberjacks out into the forest each day to chop down trees . If their axes are not constantly sharpened , they will eventually have to work much harder to achieve results . Thus , you get turnover and / or salesperson burnout .
Keeping Them The Harvard Business School conducted a
5 survey of top producing sales professionals that asked them to rank the top five reasons why they stayed in their current positions at their current companies . Here are the top five reasons :
• RESPECT
• RECOGNITION
• POSITIVE WORK ENVIRONMENT
• OPPORTUNITY FOR PERSONAL GROWTH
• MONEY
Jack Daly is a serial entrepreneur , international sales expert , and author of “ Hyper Sales Growth ” and “ The Sales Playbook for Hyper Sales Growth .”
Learn more at JackDalySales . com . n
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