Growing Sales Team 9: Your Questions
As ever when we come to the end of one topic and I address questions that people have sent through… In your series you say that salespeople shouldn’t be evaluated purely on income generated, what would your alternative model be? I would look at the process as a whole. Let’s say your sales team each […]
Growing Sales Team 8: Motivating A Team
We’ve talked about picking and managing your team, but how best should you motivate them? Competition A little bit of competition can certainly be a healthy, but it can also be toxic. I’ve talked many times about how a good sales person will put the pressure on themselves to bring in the sales, I think […]
Growing Sales 7: Managing A Team
One common thread I often see in regards to sales teams is that very often effective sales people are often promoted into team management, where perhaps they have less experience. You don’t necessarily have to be a good sales person to lead a sales team, so here are some tips. Go Crazy On Training As […]
Growing Sales Team 6: Building A Team
So far in this short series about growing your sales team I have talked about whether or not you need to hire someone, should you consider an agency and the positive and negative traits you should look out for. Next I want to talk about building from one sales person to a whole team. When […]
Growing Sales Team 5: Red Flags When Hiring
So what sort of qualities should make a bad sales person? These are not necessarily easy to pick up in an interview but definitely worth looking out for… Emotional Any salesperson is going to get rejected A LOT. That’s bound to wear on their soul in some way, but having someone who is too emotionally […]
Growing Sales Team 3: In-house vs Agency
If you are thinking of growing a sales team then you might be consider the option of using an outside agency. There are both pros and cons with this that are similar to any outsourcing you might try and do. Your Own Person Hiring internally means someone can learn about your business, they are going […]
Growing Sales Team 4: Attributes
So what sort of qualities should you actually look for when it comes to recruiting a sales person? Here is my list in no particular order… Empathy Forgive me if you’re sick of me saying this after 20 weeks, but successful sales is all about concentrating on your prospect. Doing a lot of qualitive research, […]
Growing Sales Teams 2: Commission Only
Let’s all be honest, we’ve all given it a thought haven’t we? It seems so tempting! You get the benefits of having someone do your sales and you only have to pay them if they are successful. Obviously you’ll be really generous with your commission rate so it’ll work out good them too…that’s risk free and […]
Growing Sales Team 1: Should You Hire?
Most people reading this did not start out working for themselves so as to become a sales person, but as I’ve often said if you don’t embrace selling you simply won’t last. At a certain point though many people whose primarily skill sets lie elsewhere will be comfortable enough with the work coming in they […]
Basics of Sales 17: Your Questions
What is the most overlooked technique to improve sales? I think different techniques will work for different industries but I would say one thing you can never do enough of is research. If you’re prospecting in any real fashion then you will have a relatively long list of names/companies and it isn’t so easy to […]
