Your Sales People

Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect
— William Clement Stone

The right sales people can make or break your business at any stage, but you’re particularly vulnerable when making your first sales hire.

We’ve been there, done that, and we’ve been there to seen it done well and not-so-well. We’d love to share some practical tips and lessons learned, so the risk is less for you.

Hands Up if You’ve Been Charmed by a Sales Person?

Here’s a few areas that can be red flags:

  •  They have an impressive company like Microsoft on their CV and anchor their skills and experience here.
  •  They’ve smashed their targets in a previous role/s.
  •  They woo you! With charisma and charm, you’re impressed.
  •  Everyone that interviewed them, really liked them ‘they were so great!’
  • They are super keen, driven and hungry – excitable over everything.

We’ll get into why these can be traps later.

For now though, you’ve got work to do (#sorrynotsorry). Download the sales team planning workbook now and get stuck in!

 
 
Workbook - Your Sales People and Plan - Planning Guide
3.00

Your sales people will have a unique combo of skills, competency, attitude and style, and what you want to figure out is the combo that best represents your business and your customers – here’s how to figure out what you need! 

This planning guide also helps you ask the big questions about how you achieve your results and get the best out of your team.

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Sales Recruiting

Separating the high performers from the story tellers is a real art.

Sales is not a regulated or certified profession which can make it hard to determine the high performers from the story tellers. De-risk this for your business! No more spin, great stories and references to the cool kids in the interviews.

Start with being clear on what kind of sales culture you want, what you need the sales team to do, and what kind of sales person you need to deliver the sales results.

For example, do you need someone who is gung-ho, opens doors, starts things off and hands over to someone else to follow up? Or do you need someone who spends a lot of time developing deep relationships with your clients? Or a combination or variation of these?

Great vision without great people is irrelevant.
— Jim Collins

Check out our workbook designed to help you recruit your rock star sales people. This workbook will allow you to save time and money by making sure you know what you want now, before you even place the job ad as the right sales people for you will have a unique combo of skills, competency, attitude and style, the combo that best represents your business and your customers – this workbook helps you figure out what you need.