Every top salesperson will eventually quit. What’s even more painful is the best leave when they are on top, so if you’re not careful, you may not even see it coming. As the job market tightens, sales professionals have more and more lucrative and exciting job opportunities vying for their attention.
Managing a sales team is a complex and challenging job. It’s also a very different job within companies of varying revenue sizes. In some cases, you’ll need to be a front-line seller, in others, you’ll need to be a sales strategy master. Yet in all sales leadership positions, you’ll have to have command of more than just sales skills, you’ll need to be able to lead others.
Are You Still Trying to Recruit and Hire the "Perfect Salesperson"?
Hiring can bring out your worst fears. Especially if you’re a new manager or just starting with a new organization. When your first goal is to immediately staff up—your reputation hangs in the balance. Everyone’s watching...quietly rooting for your success or failure.
Crash Course in Sales Recruiting
The first time I saw my boss, he looked at me with steely eyes, and told me to find the best talent for my clients, or pack up my desk and go home. I had 30 days to figure out this business and put up some numbers, or get out. A line of contenders a mile long wanted entry into this lucrative cubical kingdom, and if I couldn’t do it, I’d have to give it up to the next guy who was willing to make more calls, endure endless criticism, and review resumes until his eyes bled. This is when I quickly learned what my ferret of a boss already expected me to know about recruiting. Read More
Providing a Framework of Success
With turnover costing more than you’d ever want to calculate, it’s no secret that keeping top salespeople happy is good for business. Consider the following strategies when leading your sales team.
Strategy #1: Top salespeople need a good push. Achievers love new challenges. They want to stay with an organization, but in order to do this; they need to be stretched in some way. This could come from a new role, exploring new terrain or being challenged by additional responsibilities. They need to be pushed to reach just beyond their current capabilities. If you can help them become better, give them fresh problems to solve, more responsibility, or additional roads to explore; your chances of extending their tenure with your firm will increase. They will remain with an organization where they can stay engaged and immersed in activities just beyond their current capabilities. (For more insight, check out The Talent Code, Greatness isn’t Born It’s Grown by Daniel Coyle.) Read More
Controlling Your Focus Takes Effort
With the average attention span shortening over the last hundred years from 20 minutes to 9 seconds, staying focused during a conversation has become more and more difficult. BBC News reported, “The addictive nature of web browsing can leave you with the attention span of nine seconds-the same as a goldfish.” Enduring conversations where people can’t get to the point, or even answer your most simple questions without going into another 15 minute story becomes exhausting. As our attention span erodes, it is increasingly important for sales professionals to stay aware of the old truth that hearing isn’t listening. Read More