4 min read
July 5, 2016
Last updated: August 20, 2019
Sales is a lifeblood of any business. The primary goal of the sales team is to generate revenue concurrently building customer trust and increasing brand awareness. Patricia Fripp once said “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” The fact that 8% of sales people get 80% of the sales is another proof that the choice of your salespeople plays a crucial role in business development. The following tips will help you create the best team to skyrocket your sales.
Hire salespeople on an ongoing basis
Great salespeople are rare. It takes much time and effort to find and hire the right ones for your team. Rather than looking for candidates when somebody is leaving and you need to hire a new team member urgently, you should constantly keep an eye on the sales talent pool. As soon as you see great candidates available on the market, don’t miss a chance to recruit them. As it was said, outstanding sales reps are rare, don’t let them go to your competitors.
Don’t trust your gut
The biggest hiring mistakes are made due to the confirmation bias which makes you hire not the people who perform best, but whom you like the most. There are different assessment tests which will allow you to predict the future performance of your sales person. You can check TriMetrix, Grit or any other tests which combine personality with sales aptitude checks. The hiring decisions based on both interview and unprejudiced assessment results are proven to be more accurate. Checking the candidate background and fit to the team will also help to make the right choice.
Be precise describing your open vacancy
Different selling types require different skills and personality traits. Inside or outside sales, commission types, the industry are among many other factors which influence the type of person you are looking for. Even very decent salespeople will show low performance if there is a poor job fit. Therefore be as precise as possible describing the vacancy and the chances are high you will attract the right sales talents to your team.
The will to win, the desire to succeed…
Sales is one of the most competitive fields. Be sure that you choose people who thrive on competition that pushes them out of their own limits. It’s not only important to select competitive and passionate salespeople, it is crucial to understand what motivates them. It can be solely competition, monetary compensation or the career growth. Use this information to keep your team motivated and ignite their desire to do the best!