In this episode of the Sales Management Minute, learn why there are no great sales people…and what you should look for in prospective sales hires.
Welcome to the Sales Management Minute… I’m Lee Salz your sales management strategist helping you deal with the challenge of building a scalable sales organization. Today, we are going to focus on hiring sales people.
For starters… There is no such thing as a great sales person. Don’t believe me. Look at the sales people that you hired that had a great pedigree…but failed in your organization. If you believe that there are great sales people, then you also believe one of the following. This great sales person completely forgot how to sell when he arrived at your company or your company is the worst company to sell for… There is no other choice.
This is one of the common mistakes made by sales managers, business executives, and small business owners. They search for great sales people as opposed to searching for the right sales people who will succeed in their company. The quest to hire the right sales person begins with the development of your profile of your ideal sales person for the role.
Think of how much time you spend thinking about your ideal client and the fences you place around that scope. Make the same investment in your sales hire to ensure success.
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.