Your Most Important Hire

The most important investment, a B2B company can make, is to ensure it hires top performing sales people.

Why do I say this?

Because your sales force is the front line to all of your prospects and clients. If you don’t hire top performing sales people, you could suffer drastically in the short and the long run.

And obviously, if you don’t have any clients, you don’t have a business.

The High Costs of Hiring Poor to Mediocre B2B Sales Performers

There is an increasing pool of research—from respected organizations like Gallup and the Harvard Business Review (HBR), and also many newer research firms—suggesting that the costs of a bad hire in sales, more than any other functional group, are enormous. 

Most hiring companies tend to grossly underestimate the negative consequences a bad sales hire can bring to their company.

Some of the costs to consider include:

Direct costs

  • Lost revenue (lost and delayed business)
  • Extra training and management required
  • Costs of turnover (firing and replacing – from both time and direct hiring costs)

Indirect costs

  • Long-term impact on market share and brand – lost customers and brand loyalty
  • Impact on morale – leading to lower overall performance of other team members and higher turnover— and ultimately the loss of your best salespeople

So, what do top sales people look like?

Top sales people should have these characteristics;

  • Competitiveness
  • Sense of Urgency
  • Intelligence
  • Integrity
  • Discipline
  • Lots of Energy
  • Positive Disposition
  • Tenacity

Top sales people should have these skills;

  • Systematic sales process skills
  • Ability to think strategically
  • Excellent communication skills
  • Empathetic listening skills
  • Curious and Always Wanting to Learn Best Practices

How do your sales people compare?

As you can see, this is a pretty exhaustive list of character traits and skills.

Very few sales people have all of these character traits and skills.

So then, how should you hire and train your sales people?

As you know, there are only three ways you can increase your revenues.

  1. Increase your number of clients,
  2. Increase your prices/fees,
  3. Sell more to your current clients.

Most sales people struggle with the first two methods.

Most sales people spend much of their time looking after their current clients, and trying to sell them more of your products and/or services.

And many sales people do the opposite of number 2 above, because it’s easier to discount to get business, than it is to show value, and therefore charge more for your products/services.

And, of course, the most difficult job in sales is getting new clients.

And many sales people loathe cold calling prospects.

There are many reasons for this, but mostly it’s because they’re too busy managing existing accounts and they haven’t been trained properly to do cold calling. Plus, it can take 5 to 15 calls simply to get in front of a prospect, never mind getting a new sale.

Plus, you don’t want untrained people calling potential prospects, with the possibility of them causing your business any harm, as described above, because they aren’t doing that job properly.

Most small and medium companies do not hire full-time accountants, lawyers, HR people, IT people, etc. These people are expensive, and they don’t need them full-time. So, they outsource these jobs to experts.

Therefore, why not outsource your prospecting to an expert?

That’s what we are. We’re experts in helping our clients with their prospecting.

So why not let us do your prospecting for you. Then your sales people can spend more time selling to new accounts while maintaining their current customers.

And instead of cold calling, we can set up warm calls for them to follow up on.

That is what we do best. We generate qualified leads and set up appointments for your sales people with your prospects.

We’ve been doing it for 20 years. So, we’re pretty good at it.

Let us help you get a heads up on 2020.

Contact us today and we will get back to you ASAP, to discuss your needs and how we might help you.

There is no charge for this, and most companies learn a lot, just by talking to us.

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