Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s why it is so important to acquire as much relevant information during the hiring process to make a well-informed employment decision. When hiring sales reps,
Many Sales Managers don’t spend enough time in the field observing sales reps in action. Instead, they expect salespeople to meet sales goals with minimal observation, feedback, or coaching. In order to effectively coach your sales team, you must get out in the field. This allows you to observe the performance of your sales reps in a real world scenario. It’s
The Selling Sales Manager is one who has the dual responsibility of achieving a personal sales quota while managing other salespeople. This differs from a typical Sales Manager who typically goes out on a sales call with his or her salespeople in order to help close a sale or coach to improve performance. Just like the salespeople they manage, they
One of the toughest, yet rewarding jobs a Sales Manager can do.
Find out the role of the easiest job a Sales Manager can have.
Not all Sales Managers get to create a sales team from scratch like the Start-up Sales Manager. Instead, some must work with existing teams that have been poorly led and reform processes that are outdated, ineffective, or non-existent. This is the job of the Reconstruction Sales Manager. The Reconstruction Sales Manager has the task of taking a deficient sales team
In our previous article, we discussed the Selling Sales Manger. This manager often works well in small or new divisions, building teams and transitioning to a more traditional management role. Similarly, the Start-up Sales Manager also works in new companies or divisions, building a sales team from scratch. The key difference, however, is that the Start-up Sales Manager does not
When organizations are about to fail, they often turn to the Turnaround Sales Manager. While the Reconstruction Sales Manager must also manage a struggling sales team, the Turnaround Sales Manager is a sales manager with a more extreme task – saving the sales department. Essentially, companies employing this type of manager are looking at imminent failure if conditions do not
Objectively evaluate the source of the problem while you consider terminating a salesperson that is not meeting their sales goals. Got a salesperson that you might be terminating? So far you’ve tried everything to correct the situation – training, begging, threats, performance improvement plans, mentorship, etc. Still, they’re not meeting your expectations. Before making the decision to terminate a rep, ask yourself these
Your sales process should be the path of least resistance to maximum sales. Don’t let your sales process grow cold. A regular examination of the steps, purpose and activities will ensure it works to provide your team the path of least resistance to maximum sales. It should be ingrained in your sales culture and regularly examined to be sure it’s