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Calculate your hiring costs!

Within sales organizations, companies often perceive salespeople as a necessary evil, as opposed to an asset. If dollars and cents were attached to that asset, a company’s hiring practices may be taken more seriously and the loss of a salesperson may be seen as an expense.

Sales growth

Giving sales-related tasks their due diligence is part of growing your business. As business growth occurs, you have to divide your time amongst more tasks, more clients, more sales team can see where this is going. The busier you get, the easier it is to fall into the trap of ‘busy work,’ or tasks that make you feel like you're accomplishing things but actually detract from business success. 

Sales coaching

As a sales coach, you need to benchmark the performance of each behavior to determine whether they are performed at acceptable levels or not. It is important to utilize a scale rating behavior with a 1 to 10 performance rating. This scale will allow you develop standards not only for each individual but across your team.

Actions speak louder than words

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question that salespeople ask. These sellers lose sight of the fact that it’s the prospect that needs to do something for a sale to happen.

Now what?

As business leader, you want to build your organization, which requires that you make judgment calls about the best possible candidates for various positions. While fantastic hires are wonderful assets that help to grow your organization, bad hires can drag it down, costing the company unnecessary money and potentially eroding the brand.

Sourcing sales candidates

If you’re not getting enough of the right candidates, then you must put the right behavior in place to source “passive” candidates. It’s not enough to just place a job ad and sit back. The fact that they are not explicitly seeking your opportunity presents a bit of a challenge; you have to approach them differently than you would an active candidate.

Customer service

Customer service is an interesting aspect of any business. Whether you call it inside sales or customer care, your frontline employee may have the most difficult job in the company. Have you ever cringed when listening to one of your frontline people on the phone? Do you find your staff to be too strict with the policies or too loose?

Business people meditating

A study conducted by Captivate Network found that, during the summer months, employees were 45% more distracted than other times of the year. Additionally, the study revealed that productivity in the workplace drops 20% in the summer months. When the entire group is affected by the summertime blues, it can be challenging to keep them motivated and focused on workplace goals.

The Sales Coach's Playbook

There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as a coach, the manager must identify each salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success.

Sales trainer with a sales plan

Does your company need sales training? Maybe, maybe not. But how will you determine if you need it and who are you going to hire? If you meet with a sales trainer he’s going to steer you towards what he can deliver. If he is a great sales trainer, he ought to be a great salesman. Instead, take it from a company that delivered sales training for over a million salespeople worldwide. Here is what you should consider.