This is typical: sales leaders often think they have the expertise to recruit the best representatives, but they rarely do!
For all types of positions, poor recruitment choices cause huge losses of time and money, but this is even more the case in sales. The recruitment and integration process must be seen as an investment, quantifiable by the sales objective of the hired representative. Even if sales goals should be more conservative in the first few months, if they are not met, it still means leaving money on the table. This is why it is essential for business leaders to develop effective ways to improve the recruitment of their salespeople.
Proposing too early. The scenario is easy to imagine, having surely gone through this yourself.
The hunt had finally paid off and you’d secured an appointment with a prospect. You were new to the game, and so you didn’t quite know how to control your emotions and you probably had a high need for approval. You found yourself in front of this person who had shown interest in hearing you out.
Just like your sales rep, your sales managers are in need of coaching. So, who’s responsible for coaching sales managers ? This is an important question.
Either the sales VP or the President will coach the sales managers. However, if in some case the VP is unavailable, or the owner finds themselves incapable of coaching, then the best option is hiring an external resource.
MONTREAL, March 18, 2019 – Prima Resource inc., a Canadian leader in sales excellence, announced today that Baseline Selling, a Consultative Selling Program, has been accredited by the Canadian Professional Sales Association (CPSA). Canadian sales professionals are now able to earn their Certified Sales Associate (CSA) designation in a fresh, memorable way.
The Baseline Selling program teaches essential sales skills necessary to close a sale in any situation, using what learners already know about the game of baseball. Modern salespeople can relate to and use the learning right away.