Whether the economy is great or terrible, there are two core competencies that you must master to ensure your sales team achieves its revenue target. Listen to this episode of The Sales Management Minute to learn those two core competencies and how to take the steps to master them.
I’m often asked what I’ve found as the commonalities among successful sales teams. There are two that I’ve found that companies cannot live without, that is if they desire sales success.
Those two core competencies? The ability to hire the right sale people who have the potential to be great on their sales team and the other a methodology to quickly and effectively get these new salespeople up to speed in the role.
Sales turnover is one of the biggest causes of team underperformance. It stands to reason that if the budget calls for fourteen salespeople and you have eleven on your team that you have little chance of achieving the annual revenue target.
To hire the right salespeople who can be great on your team, start be developing a detailed profile of your ideal salesperson…prioritize the attributes between required and desired ones. Develop your sales talent screening program to contrast the candidates to the profile… In essence, it’s a matching game.
Getting your new-hires up to speed, also known as sales onboarding, requires that you determine everything the salespeople need to KNOW – DO – USE to be successful selling for the company. Develop a timeline for when mastery is required for each of those – as they don’t need to be proficient on everything in week one. Identify how they will master each one and identify how you know that the new salespeople are fully proficient…and ready to conquer the sales world.
Whether you hire salespeople right out of school or sales veterans, your ability to screen talent and onboard them are your keys to achieving your revenue targets.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.