Hiring the right sales people for your company is something you do not want to gloss over. It is important to get the right folks in the right spots to increase your odds of making sales and grow revenue.
With that thought in mind, how good of a job have you been doing when it comes to hiring the best and brightest?
What Makes for a Good Sales Team?
In coming up with the right sales team for your small business, here are three keys to hone in on:
1. Right mix of talents – Do you often find the right mix of a qualifications and personality? When interviewing, you may well come across those individuals with great sales skills. Unfortunately, they do not have the best of personalities for the job. The reverse can be true where you get a great people person and yet they lack experience to sell to the public. Take your time to sift through resumes and interviews. The goal is to be looking for that perfect mix of experience and personality. When you do, odds are you will get the right person more times than not.
2. Incentives to be their best – Even in paying good salaries and health insurance, this may not be enough. That said having a strong commission structure in place is a good thing. You can use those commissions to get more out of your sales personnel. To track and record commissions right, the best commission tracking software is key. Such software makes it easier to motivate your workers and be more assured. That is the right folks get the commissions they deserve. Last, help your sales personnel to improve their selling skills. Having them at trade shows and helping them further their educations are things to think of. Although more brands are doing things online, trade shows are still a good way to network. When it comes to more education, can one ever have enough as it relates to sales skills?
3. Tools to succeed – Does your brand have a reputation of success and attracting talent? You will more times than not get the right people to come and work for you. That is if your brand is respected within your particular industry. You may need to do some work on improving your brand’s reputation as it stands to hiring. Most folks will not want to come and work for a brand that does not stand out for all the right reasons. Be sure you have the tools and resources in place to motivate salespeople. That would be to say you’re the business they’d most like to work for. When you do, you could be building a relationship that will last for many years to come.
As you go about hiring the right salespeople, what will you do to pitch your brand to them each time out?
The hope is the majority of people you interview want to come and work for you.
If not, you have some work to do in selling your brand to prospects.
About the Author: Dave Thomas writes about small business topics on the web.