5 Ways to Ruin Your Newly Hired Salesperson
If you’re honest with yourself, you know that a portion of the responsibility of the success of your salespeople rests with you as the sales manager or business owner.
If you’re REALLY honest with yourself, then you know that a portion of the responsibility of the failure of your salespeople ALSO rests with you.
Here are 4 keys to ensuring that your salespeople will fail within the first 3 months of hiring them:
1. Withhold Resources – I don’t know where business owners got the idea that their employees are out to get them, but that’s not entirely true. Now yes, all of your employees will lie to you, and you’ll get a few troublemakers over the years who will try to take advantage of you. But, the new salesperson you just hired wants to succeed an make MONEY. As a result, there is no reason why you should withhold anything that would help them bring more revenue to the table. Pay for their mileage. Pay for their meals and professional memberships (with approval and with a spending limit). Give them a computer and/or a tablet. Create marketing pieces that accurately reflect your brand. Give them everything they need to CRUSH IT in the marketplace.
2. Don’t Track their Activity – During the first three months, a salespersons worth is tied to their activity. If you’re not tracking networking events, strategic meetings, lead generation, client meetings, proposal creation, and sales closed, you’re failing your salesperson royally. Cover these details with them once a week. We recommend Mondays or Fridays.
3. Don’t Review Their Pipeline – Once a week, you should review the status of each lead that your sales person has come in contact with. When was their last touch? What and when is their next touch? What do they need from you in order to close the sale? When do they expect to close the sale? Be a tyrant about your salesperson’s pipeline. This is how you show them you care.
4. Don’t Pay Them – Withholding money from a salesperson is like stealing milk from a baby – sick and wrong. Pay your sales person quickly, early, and make mistakes on the side of overpaying them. If you want to immediately un-motivate your sales team, don’t pay them.
5. Take Your Foot Off of the Gas – You have to set the pace in your business. If you think that you can now take 3 vacation days per week because you have a new superstar salesperson, you’re wrong. Set contests with your new hire and compare your results. You are the leader. Don’t you forget it.
Supporting a top performing salesperson is easy if you don’t do the things I mentioned above.
Accountable, paid, resource rich salespeople thrive in the market – and, so will your business.
Jamar Cobb-Dennard is a sales recruiting expert who helps companies find the right salesperson fast. To learn more, click here.