Does your shop have a professional sales force, or is it a boiler room?
As some of you know, we’ve hired a lot of people lately in several departments all across Leads360. In January alone, I had four new individuals join the sales team. This is very exciting, but it’s also a lot of work. A lot, of work. Back in the day, Leads360, like many other companies, would bring in a new salesperson and throw them into the shark tank, and they would either sink, or swim. This approach is highly ineffective and is a complete waste of time and money. Getting good sales people is about identifying the strengths and weaknesses that you can work with, and nurturing them.
With this in mind, we’ve implemented a new training regimen up to and including pushups. Ok, I’m kidding, but we’re close, and I am still considering it. The plan is to expose these individuals to all facets of the organization, but focus heavily on what they will be doing when they start so that they hit the ground running, proficient with their assigned tasks. This way, they can play an integral part in the company from day one, and learn at the same pace as their assigned tasks require them to. Sales people who are thrown into the pit with everyone else often feel as though they are not contributing, and this idea permeates their entire being, and rather than contributing and learning, they scurry toward every possible deal whether it is a good one or not. We won’t be having that issue any longer.
We are building a professional sales force. Not a boiler room. A department that is not only reliable, but ethical, well learned, and helpful. How would you rate your sales force? Can you walk out of the room and trust that your people will do their job? Can you comfortably leave for a few days and trust that your sales staff will take care of your prospects and clients and treat them with respect and professionalism? We’ve mirrored our Best Practices ideals in house so that we actually walk the walk. Relationships always start in the sales department, and in order to have a long and fruitful relationship, it has to get off on the right foot. At least that’s what we think here, so I’m proud to say that we have a professional sales force, not a boiler room.
Jay Es Pee said... February 5th, 2008 at 2:04 pm
how do you know so much Mr. Morelli?
Raul Sciacchi said... February 6th, 2008 at 2:38 pm
That is a very nice post. It is very relevent because there are alot of companies that simply throw their salespeople in with the “Wolves” as one might call it and expect them to eventually “get it”. Now there are certain individuals that will thrive in that type of environment but for the most part people need to be trained to excel at their positions.
I myself am a product of the “Old School” sales mentality. I’ve done B2B and B2C sales and for the most part did the most of my “on the job education” by going out there and making a sale. Get the marbles out and eventually you will “get it”.
Competition is fierce and having a well trained sales team is important. Making it easier for them to do their jobs more respectively and more efficient is going to do many things from increased confidence to increased results. Provide a team with the right reseources and you will reap the rewards.