Sales Wolf Blog is a blog sharing strategies on how to hire, onboard, coach, and retain the best salespeople. The Rainmaker Group uses an advanced "Moneyball Approach" to help Clients select "wolf class" salespeople that scare the hell out of the competition.
How would you define your company culture? Your sales culture?
Often, a company’s culture consists of a carefully-contrived paragraph of corporate speak that does not actually say much. Think of most company’s vision or mission statements.
Companies frequently believe they can similarly “set” their culture and, well, that’s that. The resulting, carefully-curated “culture” most certainly does not accurately represent the day-to-day relationships and tone of the organization.
The level of quality within your sales talent is one of the only factors that can dramatically alter the success of your organization. Use a hiring scorecard and strategic recruiting to find, attract, and retain Sales Wolves. Surround them with Sales Wolf Managers.
Depending on the length of your sales career to date (as well as your title), you have probably either initiated or solicited sales coaching. Most typically, sales coaching occurs when a salesperson (or team) demonstrates clear deficiency in sales activity or performance.
When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a minivan, nor a SUV. They go directly to the sports cars. Why? Because they came to purchase a sports car! To test drive other vehicles would be a WASTE OF TIME.
Yet in the sales hiring process, we have all kinds of inefficiencies for God only knows what reason. I believe this is due to disorganization, lack of business acumen and power intoxication. What gets measured gets improved. Most sales hiring is done in a very ad hoc manner.
Is your mindset one that is reactive or proactive?
For most CEOs and sales leaders, turning around a sales team is a reactive, futile effort that occurs ONLY when the sales team is floundering or dragging the company under. In most reactive sales team turnaround instances, the effort is futile because the mindset that got them to floundering / dragging the company under is what ultimately keeps the doomed company on track to destruction.
You only have one chance to do this the right way.
Building your sales team will define the short- and long-term success of your business. You only get one shot. When your company is founded or when a new business unit is first set up, assembling a team of Sales Wolves is critical.
But here is the sobering truth: Few organizations do it well.
Few decisions impact a business model more than the quality of sales talent hired to represent a company.
It happens all the time. Sales hiring managers predicting strong sales performance from a candidate who later performed poorly.
This train wreck is easy to avoid.
The candidate positively lit-up multiple biases that the sales hiring manager was unaware were being lit up. The hiring manager should be selecting sales hires based on the merits of their background, education, experience, and sales personality match.
If only the egos of those involved in the sales hiring process were hedged by a data-driven sales hiring strategy.