As you build a world-class sales organization , you have to make sure you are focused on the right things . As a sales manager and 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 .
1 . Finding Good People 2 . Getting Them to Join Your Team 3 . Getting Them Trained and Producing 4 . Growing Them Into Top Producers
SALES MANAGER ’ S CORNER BUILDING A WORLD-CLASS SALES ORGANIZATION
5 . Keeping Them
Finding Good People The process of recruiting
1 good talent to your organization is not one that happens by chance . Many companies get aggressive about recruiting only when they need to add somebody to their team or replace somebody who has just left . 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
2 you have spent countless hours , days , and months searching for the ideal applicant , you finally have the candidate in your sights . Once they agree to sit down for a formal interview , have the full expectation that they have prepared and practiced a very thorough and professional presentation for your company , its products / services , features , advantages , and benefits . This is only natural when you think about it from the perspective of a sales process .
Getting Them Trained and Producing Now
3 that you brought new talent on to your team , it is imperative to have a plan to get them “ in the game ” as soon as possible . We often hear from sales managers and CEOs that the “ ramp-up ” time for salespeople is six months to one year or more . The goal of this initiative is to get those salespeople ramped up and producing results quickly .
Growing Them Into Top Producers It is my
4 belief that training must be ongoing and continuous . As a company leader , you send your salespeople into battle every day facing constantly changing forces in the marketplace . I tend to use the analogy of sending lumberjacks into the forest each day to chop down trees . If your lumberjacks ’ axes are not constantly sharpened , they will eventually have to work much harder to achieve results . Thus , you get turnover and / or burnout .
Keeping Them The Harvard Business School
5 conducted a 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 .
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