Hiring Sales Reps . . . Gut vs. Data?April 18, 2010
Hiring using Social Media: Pot of Gold or Fool’s Gold?May 21, 2010
Have you ever heard the following?
My sales reps can’t sell. They don’t prospect for new business. They can’t close. They don’t seem motivated to earn more money.
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?
It takes all three components synergistically working together to have a successful sales process. This 3 legged sales approach is right people, right training, and right management. Just like a 3 legged stool, one weak leg will create wobbly results.
At the core of this 3 legged sales approach is hiring the right people. Hire the right people, then strengthen sales training and management for sales success.