SALES PLAYBOOK
How To FINALLY Find Great Salespeople
If you are a sales manager , this is the key to success in 2019 .
Wherever I go , I hear the same refrain : “ It ’ s hard to find good sales performers .” I ’ m not suggesting that it isn ’ t ; however , I don ’ t believe that sales managers are giving this important activity proper attention and time . Let ’ s take an honest look in the mirror .
How much time are you committing each month to this activity ? Do you have a target list in writing of at least 15 candidates who would qualify as “ top sales performers ”? Do you have a touch system in place with a minimum of two touches per month with each recruit on your list ? Have you identified the profile of what a top performer looks like in your company and in your industry ? Are you looking beyond your industry for candidates ?
It ’ s easier to teach the business to a top performer from outside your industry than it is to increase the knowledge of an industry sales performer who has been in the bottom half of performers . Do you have an incentive or bonus program offered to all employees to help you find candidates for your list of recruits ? If so , is it enough to get people to take action ?
These are just some of the questions of integrity you should consider before you say it ’ s hard to find good sales performers .
All too often , sales managers begin the “ recruiting process ” when they lose a member of the team . Then they are rushed and end up compromising on the new hire . This is not recruiting ; this is absorbing , and it indicates that the sales manager is functionally AWOL .
When I ask sales managers if they have a list of recruits , their answers are often pathetic : “ I ’ m fully staffed .“ ( You always have room for top performers .) “ Yes , I have a list ; it ’ s 2 – 3 people .” ( This is equivalent to no list .)
The key to success in 2019 is dependent on the quantity and quality of the sales team . That ’ s the sales manager ’ s No . 1 job .
Time to TAKE ACTION .
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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