Your Salespeople Need to Have Their Own Personal Marketing Plan

Your Salespeople Need to Have Their Own Personal Marketing Plan

In today’s cluttered world of advertising and social media message bombardment, buyers are seeking personal connection.  As the leader of your company’s growth vision, hopefully you have a marketing plan along with a sales strategy.  Most companies have some sort of marketing effort.  They want the brand to stand for something.  However, it can’t stop there.

Your salespeople need to take ownership of their own personal marketing plan as well.  While we want them supporting the company brand, each individual on your team will be more successful if they take some ownership in their own personal brand as well.   It is […]

How to Construct the Right Sales Compensation Plan

How to Construct the Right Sales Compensation Plan

I have recently had multiple discussions with business owners and CEOs about appropriate compensation plans for their sales teams.  Clearly there is not a “one-size fits all” plan,  but I thought I would share some thoughts that I use as guiding principles to help business leaders construct the right plan for their situation.

There are a couple of basic foundations that might seem obvious, but don’t always translate well to a good plan.

1. Incent the behavior you want.

This is obvious enough, but I am constantly surprised by compensation plans that are no longer relevant, because the business has changed, or the […]

Hunting and Account Management: Mutually Exclusive?

Hunting and Account Management: Mutually Exclusive?

I have had several conversations in the last two weeks about the differing skill sets of Account Managers vs. Hunters.  It seems that there are many sales organizations that need both of these characteristics either within the same salesperson or across the team.  Additionally, over the course of the last five years, one of the most frequent problems we have diagnosed within the sales teams we analyze is the unfortunate realization that the company needs Hunters and all they have are Account Managers or marginal Hunters.
 

After reviewing these two lists, you may notice that there are no common traits.  That is […]

Systematic On-boarding Programs Predict Success

Systematic On-boarding Programs Predict Success

As part of our work with clients, we sometimes help them improve their hiring effectiveness and efficiency by introducing an assessment into their hiring process. I have found that hiring managers occasionally get lulled to sleep believing that because the candidate was recommended by the assessment, and HR screened them that they will just step into the position and be a superstar. I wish it worked that way, but it doesn’t. As I discussed in this recent article there are six steps to successful sales talent hiring, and on-boarding is one of those steps.

Even the best, most precise process to select […]

The Six Steps to Effective Sales Talent Hiring

The Six Steps to Effective Sales Talent Hiring

One of the services we provide our clients is training to improve their sales talent hiring effectiveness.  The facts are stark.  Without a good process most companies have excessively high turnover rates, and the cost of that turnover is great.  National statistics indicate that it costs the employer between 3x and 5x the salesperson’s total annual compensation for each bad hire.  Fortunately there is a repeatable process that if the hiring managers will follow, will produce predictably great results. Here are the steps.

Determine whether you want to be proactive or passive in your approach.

What I mean is this.  Passive is […]

How to Be a Sales David When Going Against Goliath

How to Be a Sales David When Going Against Goliath

I was talking with a physician about the dilemma associated with the primary care physician business today.  She likes maintaining an independent business, but it is more difficult to do that cost effectively.  And what she is also up against is the large advertising budget that large healthcare systems have.  Well you might be saying, what does this have to do with my business?  Doctors don’t have to sell.  Well, it has everything to do with your business if you are a typical small or medium sized business where there is a very large competitor in the market.

If you are […]

Sales Manager Blocks Improvement Attempts. Don’t Be Held Hostage.

Sales Manager Blocks Improvement Attempts. Don’t Be Held Hostage.

We were engaged by the owner of a small, but growing company to analyze his sales team and its effectiveness.  During the discussion about the different players on the team and what he was trying to accomplish, I learned that the real reason the owner was interested in outside help was because he was concerned about the effectiveness of the sales manager.  The sales manager had been in the industry for years and was quite knowledgeable so was very valuable to the organization, but the owner was concerned that the manager wasn’t doing all that was necessary to get the […]

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

In my last article, Crisis Management Hampers Sales Managers’ Effectiveness, I discussed the shocking amount of time that many sales managers are spending on crisis management. I conducted a rough poll of business owners regarding this topic and provided a list of possible ways that the sales manager could be spending the bulk of his or her time. Much to my disappointment, the vast majority of the business owners polled indicated that their sales managers spend the bulk of their time in crisis management. This is valuable time that they could be spending coaching and motivating their salespeople to improve […]

Crisis Management Hampers Sales Managers’ Effectiveness

Crisis Management Hampers Sales Managers’ Effectiveness

I just returned from sunny Marco Island, FL where I was speaking to a group of business owners about sales management. Actually the title of my program was “Ineffective Sales Management Kills Growth… Duh”. The group included both business owners who directly manage their sales teams as well as business owners who have dedicated sales managers.

As I usually do I discussed the 5 essential skills of effective sales managers: Coaching, Motivating, Holding Salespeople Accountable, Recruiting and Mentoring. By the way you can download my new eBook, The 5 Essentials of Effective Sales Management, on this topic. Without fail, when I […]