Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them.
1. Recruitment
Always be recruiting. 24/7. 365. The battle for top sales talent these days has never been harder. You always have to be recruiting. Not just when you have an opening.
2. Selection
If you're going to spend all this time recruiting, you really need to take time to select the right people. Some of the things you need to check are:
- Do they have the sales talent?
- Do they have the right experiences?
- Do they have the right skills already established?
- Are they a good fit with your company culture?
3. Make an Investment
Invest in their on-boarding. Invest in training them. Invest by going out in the field with them and giving them coaching. Make sure you are investing by growing and developing the people you select, so they become the superstars you hired them to be.
4. Set Clear Expectations
Make sure you set clear expectations for everyone as they join your organization. Show them what a win looks like. How do you win a day? How do you win the week? How do you win the quarter? And don't change the goalposts. Stick to something - pick what you want the win to be, and stick to it!
Ensure you are leading your team to improved sales performance by focusing on and implementing these four things.
