How To Recruit and Retain A Top Producing Sales Team
There are ten golden rules for success. You need to adhere to all of these to be succesfull.
Firstly let us be honest most companues do not have an elite producing sales team and managing to retain them. We are talking less than 5%.
Here is what we typically hear.
- He sounded so good at interview but the guy who showed up to work just seemed like a different person.
- Our commission is top the guys I cant understand why they are not powerfully motivated.
- I am sick and tired of listening to their personal problems and hardships.
- Cannot spend a lot on training if they are going to walk out on me.
- Cannot spend a lot oh hot leads if they are going to burn them.
- Only less than 1 in 4 new recruits get to month 2.
- He plays Rugby why is he so scared of rejection.
If even one of those appeals to you, you are n ot getting full value from selling your products/services.
To understand the golden rule you need to understand the answers to two key questions.
- What profile makes the perfect natural sales person?
- What values, goals and motivation should i look for in top producing sale people have.
We have done a lot of research and the answers might surprise you. Most of the problem is that Sale Managers tend to answer the same to the above question and they are quite wrong. They thus start out recruiting the wrong people to work on.
Answers for number 1 are typically.
- .A good communicator.
- Confiodcnet
- Self-Starter.
- Independneet
- Strong and disciplined.
- Practical rater than academic.
Answers to Number 2 are:
- Money Motivated.
- High Basic
- High commission
- Good company products.
- Good career path.
All wrong they misss the top motivator of top producing sales people.