Whether you are posting jobs or spending hours searching resumes, you are spending either your time or you money. Be ready to invest.
Hire multiple sales reps at the same time. This not only makes it easier to train multiple sales reps at once, but it also helps you weed out the A-Players from the C-Players. Anticipate that not every sales rep will make it and that employees will turn over. Have an award-winning sales training program. This is key when it comes to recruiting and retaining sales reps.
Have a 30, 60, 90 day sales training plan in place with goals and metrics. Set up your new hires for success with attainable quotas. Understand how they get their leads. Do not leave them hanging with no direction and expect them to grow the business.
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Yes, you want entrepreneurial people on your team, but you need to give them the ongoing support to hit their numbers. Explain how and when they make their money. Just as candidates are putting their trust in you to support them, you need to set accurate expectations and address concerns. Be very clear and articulate what their objectives are.
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They tell you all the great things, even though no one on the sales team is hitting quota, and that you can make money once you hit your goals and become a manager. Be honest and truthful and understand the challenges you face. Show them that there is real money to be made. Be sure to talk about team members that are top performers and what they are doing to be successful.
Consider ramping up new sales hires with a draw. If you would like to see more traffic with stronger candidates then consider offering a recoverable or non-recoverable draw. Have a growth plan in place to promote your top performers. Hiring salespeople who have the experience, passion, and drive to succeed is no easy feat. Understand that there will be challenges, and remember to be real about paying your sales reps.
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Be serious about paying your sales reps based on performance. Did You Know email Newsletter.
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