As a leading decision-maker, you are called upon to make strategic business decisions every day. For some, making decisions is a real challenge. Regardless of your role in an organization, when pressed to make a decision, some become frozen with the fear of making the wrong call. Should we make this hire? Which benefits package should we choose? In what market should we invest limited sales and marketing resources? There is an endless list of decisions sitting in your inbox right now awaiting you to make the call.
Over the years I have developed some concepts that have enabled me to be successful in the sales field as a sales person, sales leader and as an entrepreneur. One concept that I often write about is my personal principle, the “Rule of Thirds".
According to a number of sources, the average tenure of a sales leader is about 18-19 months. That means on average it takes sales managers about 6 quarters to eventually resign or, more likely, get fired.
Recently, a small business owner approached me with a challenge he was facing in his business. His business was growing and he was in the process of transitioning out of the role of primary sales person and had hired an experienced sales person to replace himself.
He was excited about this milestone for his company, but never having led a sales person before, he was anxious about how to help his new sales person become successful in his company. Like most entrepreneurs, certain elements of running the company come naturally to him, but building and leading sales team was not one of them. He credits his sales success to his hunger (literally) and passion (obviously).
So when he called me with the question, “How do I make sure my new sales guy is prepared and stays motivated while he builds a pipeline of his own?” I thought I would use this opportunity to briefly review the 10 steps needed to bring a sales person up to speed quickly.
Follow these steps when adding new sales people to your business and you will have less employee turnover and will dramatically shorten the time required for a new sales person to be productive.
This list could have had 50 actions on it… What are some of the others ways to ensure a new sales person’s success.
We have all had sales meetings that we wished had gone better. For some reason you were not able to get to the objective of your meeting or you were not able to move the prospect forward. When you tried to capture next steps it felt awkward and uncomfortable. In my experience this generally happens as a result of not having a good understanding of your client or prospect’s need.