Sales leaders don’t say the competition is better, but their actions convey that they believe it. In this episode of the Sales Management Minute, learn how to avoid this sales management mistake.
Welcome to the 100th episode of the Sales Management Minute! This title probably made you bristle. After all, no one would ever say that the competition is better than them. Yet, actions speak louder than words. When you have an opening on your sales team, where is the first place you look for new talent? The Competition!
Why do so many sales leaders hire sales people from within their industry? One word… Lazy! There is a belief that the industry is too difficult to teach so sales managers try to hire those from within the industry. Let me ask you this. How many of you came into this world mastering your industry? You learned it…just like your prospective sales hires can. The way to do it is through your sales person onboarding program. Identify the industry aspects that sales people must master to successfully sell for your company and develop a knowledge development plan to get them there.
Still firm in your beliefs that the industry is too hard to teach? Be prepared for another challenge…Scalability! After all, there are only so many sales people in your industry and only a small subset that would be interested in your sales role. A final thought…If you limit your search to those within the industry, what will you do when you run out of sales candidates? 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.