Most participants were struck at our November Tradewinds Council© meeting https://www.jimthomasintl.com/the-tradewinds-councilcopy.html that most of us are facing a glaring issue that prevents growth-a dearth of human resources to help us implement the tasks to meet our goals.
We tend to think the sales function is all about short term tactics. Longer term we need to expand though enhanced salesperson productivity and adding resources. We develop blind spots around crucial processes such as recruiting, hiring and training and development. Inability to recruit and manage salesperson retention can stall your scaling efforts. Core processes around the three phases of salesperson development must become part of a Sales Manager’s daily rigor.
The key is finding the best salesperson match with the requirements for the position. Pattern your recruiting after the successful salespeople of today and what you want to recruit for the future.
It is always good to have a pool of candidates to select from before you start looking. Harvey McKay sold a lot of the book Dig Your Well Before You’re Thirsty. Most Sales Managers, yours truly included in his early years, hire in their own image.
Now that you have hired the candidate
Next month’s blog will deal with filling the void of a lost sales resource.
Good Selling and have a great start to 2018!