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Alex Cole, Managing Director & Recruiting Specialist, Hiring Better Salespeople
FREE RECRUITING WEBINAR – Creating a candidate pipeline won’t solve all your recruiting troubles, but it’s the first place to start. If you are interested in learning more about how to Hire Better Salespeople, sign up now for our free webinar—Ruff Realities About Recruiting. During this webinar, you will learn how to hire your next “top dog” using our proven process for searching, evaluating skills using a sales assessment, interviewing, hiring and onboarding new hires.
“Ruff” Realities About Recruiting
12pm to 1pm ET on Thurs., July 27, 2017
By Alex Cole, Managing Director & Recruiting Specialist, Hire Better Salespeople
Hello, everyone! Welcome to another Sales Guy Unplugged. When you were in school, you may have heard from a teacher that there’s no such thing as a dumb question, and if you are wondering it, probably someone else is too.
Here at Anthony Cole Training Group, we field a lot of questions from our clients in regards to sales questions. And we figure, if they’re worrying about it, if they’re questioning it, probably you are too. Our clients have great sales questions, and it only seems right that we share that knowledge and wisdom with everyone. So, Anthony Cole Training Group and Hire Better Salespeople are here to be a resource for you. Think of us as your sales education avenue.
Things are going to be just a little different starting this week. I have three questions that I have specifically gotten from our own clients and I’m going to answer them the best that I can. Then, each week, I’m going to be posting different questions either on LinkedIn, Tony Cole’s blog or here on Sales Guy Unplugged – answering the questions we received from our clients; the ones that are hot-press button items for you that keep you up at night wondering and worrying.
Well, don’t worry; I’m here to help. So, let’s get started.
#1 – Why aren’t my salespeople succeeding?
That’s a loaded question. Hopefully, I can answer it in just a couple minutes. Typically, we find there are two reasons when salespeople don’t succeed – it’s either lack of effort or lack of skill. Now, as a sales manager, if you’re reviewing your salespeople’s activity every week and they’re making the calls, going out on the meetings, then, typically, it’s not a lack of effort; it’s a lack of skill instead. So, what you need to do is review their selling competencies. Do they struggle with qualifying? Do they have a hard time with their presentational approach? Or is it just closing that is the most difficult for them? Once you figure out where their shortcomings are, train to those and their sales should increase.
#2 – Less than a third of my sales team is performing to my standards and hitting their goals. How do I help motivate the others so they are hitting their goals?
The first thing that you need to do is learn what motivates your salespeople. Everyone is just a little bit different. Most sales managers assume that their salespeople are motivated by making money; but that’s not the case the majority of the time anymore. Most salespeople are intrinsically motivated which means they thrive off of praise and recognition of a job well done. So, learn what is most important to your salespeople and make sure you are helping to motivate them that way.
#3 – What is your best interviewing tip?
The best interviewing tip would probably be work to disqualify. When you work to disqualify, you keep yourself from falling in love with a candidate who isn’t really a fit for the opportunity that you have. It allows you to ask better questions and expect better results and better answers. In the end, it protects you and your company.
Those were some great questions. If you are interested in getting your sales questions answered, email the address below; I’m here to help. And like I said, every week I’ll be posting these questions to either LinkedIn, Tony Cole’s blog or here on Sales Guy Unplugged, so make sure you are watching out for us!
Also, if you are interested in learning more, make sure to visit our website at anthonycoletraining.com. Thanks for watching!