Do any of the following statements ring true in your organization?
• Your sales reps don’t prospect for new business.
• Your sales reps can’t close.
• Your sales reps can’t differentiate your product line?
When I hear these comments from business owners, I ask 3 simple questions.
1) Do you have the right sales people?
2) Do you provide the right sales training?
3) Do you have the right sales management in place?
It is not unusual for companies to hire a sales person and expect them to hit the road running without providing sales training or sales management. Yet, I have rarely seen this scenario work well. Many companies provide “product” training, but that is not true “sales” training. And, what about sales management? As a business owner, are you:
• Holding your reps accountable?
• Working with them to set realistic goals?
• Encouraging them along the way to achieve those goals?
Or, do you simply give your reps a pat on the back whenever they sell something?
Think of your sales strategy as a 3-Legged Stool . . . The Right Sales People, the Right Sales Training and the Right Sales Management. And, unlike the Meatloaf song, “Two Out of Three Ain’t Bad,” it takes all three components working together synergistically to have sales success for your organization. Even if you have all three, one weak leg can cause wobbly results.
At the core of this 3 legged sales approach is hiring the right sales people. Without the right sales people, training and management don’t really matter. Yet, many companies believe if they hire experienced sales professional, they don’t need training and management. This is not true. Think of your sales reps as high performing sports cars. And, sales training and sales management as the routine maintenance necessary to keep the car running at its best. Without proper maintenance, your sports car will break down. Same with your sales team. It needs routine maintenance in the form of training and management to keep the sales reps performing at optimal levels. Hire the right people, then strengthen them with the right sales training and sales management to achieve sales success.
Learn more about how to hire the right sales professionals for your company.