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Category Archives: Hiring & Retention



How to Retain High Achievers

 

Johnson’s Widget Sales (JWS) used to be one of the most successful suppliers in the industry, but the company’s top salespeople kept leaving the firm. Today, JWS is struggling just to tread water. Tim Johnson, the owner and CEO, can’t understand why his highest achievers typically stick around for a year or two, and then move on. His pay scale, after all, is about average for the industry. So, what’s the problem? What can Johnson do to retain his best employees? He could, of course, pay his most talented people more money. Perhaps Johnson’s compensation plan could pay a higher commission to salespeople who meet their quota. Ours is an opportunity society, in which rewards—financial and otherwise—go to those willing Learn More.

 

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Right Person? Wrong Role? Don’t Set Your Team Up to Fail

 

Although virtually anyone can learn the principles of selling, not everyone can be a successful salesperson. Mastering techniques and principles is one thing; having the desire and drive to apply them is another. Joe may learn the fundamentals of selling—prospecting, building trust, analyzing customer needs, studying product lines, making presentations—but this is no guarantee that he will be an outstanding salesman. Joe might lack the necessary willingness and ambition; he might not be a “people person.” Junior may inherit the family business, but distinctly lack the personality traits prerequisite to the sales profession. Furthermore, even if Junior is intelligent and outgoing, there is no reason to assume he is prepared to be a CEO. (The principle also applies in reverse: Learn More.

 

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Hiring the Right Salesperson for a Financial Role

 

It is important for a sales management team to understand that hiring the right people, either from a talent pool or from another organization, is especially important when operating in a specific sector. Hiring salespeople from another organization, who come with business experience in the field and relationships with customers in the vertical, is something that is ideal for a manager. Buying sales reps with a platinum Rolodex is just like buying a company with a solid customer base. In some cases this is a great deal for the hiring company. A known sales rep with a solid book of business and strong client relations can carry that business to another company, but this can depend on the contractual agreements Learn More.

 

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What Qualities are Ideal for a Salesperson to Possess?

 

Though the market is constantly changing and evolving, the world of sales has not strayed far from its roots. The ideal salesperson is still going to possess some of the same qualities that have always driven success for individuals placed in this role. There are certain things to look for in each candidate during sales hiring periods, and the type of person that will succeed in the role is likely to possess specific qualities. A sales management team has to outline exactly the type of representative that they are trying to bring on to the team, and this can often differ depending on if they are looking to fill an outside or inside role. If they’re a prospector, they will Learn More.

 

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What are the Ideal Qualities of a Modern Day Salesperson?

 

A sales management team needs to have an ideal candidate in mind when trying to hire a salesperson, as research and thorough examinations up-front during hiring can help to limit the resources that are wasted on training people who are out of place in the role. The sales training process is important for the development of a representative, but there has to be the right foundation for the manager to work off of. If the candidate is someone who is better-suited for another role at the company, this is a waste of time and money for everyone involved. A sales management team has to look at the specific positions within their sales department and tailor their selection of candidates to Learn More.

 

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What Are The Pros And Cons Of Using A 1099 Contractor For Sales?

 

There are several ways that a sales management team can use a 1099 contractor to their advantage, but they need to balance these potential advantages with the drawbacks of using this type of service. Pros They don’t sell, you don’t pay – a rare instance in the sales world. Their performance is gauged based on the sales they make. You are also dealing with an entrepreneur, who has some level of business acumen, because they are running their own deal. They may have some existing sales relationships, which can help you sell your lines and your products through them. They may have market penetration already established and existing customer relationships. This helps to make sure your product or service reaches Learn More.

 

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