Sales Recruiting – The Best
Recruiting a sales team that not only CAN, but WILL sell, during these unpredictable time is imperative for 2010. You are looking for total sales effectiveness - sales people who have the sales techniques and professional selling skills needed to be successful. Despite any economic situation or circumstance. Period.
In my recent eLetter, Have the Management X-Factor to Maximize Results in 2010?, we discuss the results of a recent survey from a Deloitte poll of leading CFOs. The survey concluded that a third of the respondents see an erratic economic recovery as their top concern for 2010. That’s why recruiting the right sales staff is critical.
Over the next couple of posts, we’ll examine the four main categories of sales people:
1. The Sales Hunter
2. The “Infamous” Farmer
3. The Penetrator
4. The Hyper-active A.D.D. salesperson!
During the interim, you’ll find some helpful ideas by reading these articles in the Free Section of the SalesGrowthSpecialists.com website:
1. Hiring Successful Salespeople By the Number
2. Why Sales Talent Recruiting Must Be Done Right The First Time
3. 5 Steps to Hiring Sales People Better Than Your Top Performer
4. Rules for Successful Recruiting
During 2010, I”ll be a featured author, focusing on sales hiring practices, in Business Expert Webinar’s new book. I’m collaborating with a host of other authors. You can find out more at this press release.
Celebrating Sales Performance and Invictus
Maintaining Sales Momentum and Invictus
Last week, I spoke to a group of CEO’s, presidents and business owners about the importance of SISU to generate the momentum needed to grow revenues and gain market share in 2010.
The business of sales is about momentum. When momentum is in your favor, it’s easy to sit back and enjoy the ride. However, it’s critical to resist the urge to relax or celebrate too early. Instead, you need to keep the sales motivation going to bring out the best in your sales team.
I was reminded of this truth in the movie I watched this weekend, Invictus, the story of Nelson Mandela’s incredible leadership challenge to shift the trajectory and momentum of an entire nation. If you haven’t seen the movie, yet, go. It’s packed with valuable leadership lessons. Often, we’re called upon to shift the trajectory of our teams (especially if the trend lines have been heading south!) and their momentum (especially if you have a couple of blame-gamers and complainers on the team!). It’s a sales leadership challenge.
Recognizing the efforts of Salespeople
In sales, as well as other key business areas, it’s vital to recognize good sales performance. Minimally, tell them in person – and, even better, recognize them in front of their peers. To the persons being recognized, it makes it that much sweeter. To the people listening, it is motivation to do whatever it takes to get that recognition for themselves.
Giving sales recognition should be a well researched sales process in any organization. Recognition should form an integral part of your sales incentive plan, which is entrenched in your sales compensation plan.
Be intentional. Set aside time for recognizing people who have turned in great performances. Then, give people some memento of your recognition, like an autographed bat for “heavy hitters,” or a plaque or certificate. Remember that it’s neither the cost nor the size of the award that counts. It’s the recognition. Salespeople love to be singled out as someone special.
RBut recognition can be very simple.
Recognition doesn’t have to be an elaborate thing. It can be as simple as a handwritten note to say, “You’re doing great. I’m proud of you.”
Key to Successful Sales Recognition
Say something about each award. Talk about the person, their efforts, and their achievements before presenting the award. Never hand out an award with only a handshake.
- Always start each meeting with recognition, even if it’s only verbal recognition of positive movement.
- Recognize at least 25% of people on the team.
- Customize the awards to the achievement.Be creative.
- People who backslide need recognition also. This is only for people who have great ability and will use it as a challenge – a positive “kick in the pants.”
- You can never give too much recognition.
Again, go see the move, Invictus. You’ll be inspired to lead your sales team to be world champs!
Sisu: From Conforming to Courage
If you’ve been following me, you’ll know that I’m stuck for at least for one more post on the Finnish work SISU.
Conforming requires a norm in order to conform. But what is a norm for a sales management leader but a line in the sand drawn by someone else? While some norms are useful, objective and needed for the management leaders, such as those determined by sales metrics, others are products of subjective – and often deeply buried – groupthink. 
While the leaders values teamwork, the sales management leader with sisu in their backbone rejects group-think and this sort of sheep-like behavior. Confronted with an excuse, they’re not afraid to challenge the excuse-maker’s assumptions, just as they’re not afraid to challenge anything else. The leader does not go along to get along; they blaze their own trail – not foolishly but in recognition of all the facts in hand. A SISU leader has the courage to stand up when those around them threaten to pound them back down. SISU sales management leaders break the steel of the old groupthink and forge a sharp and strong sales culture that stands accountable for its sales results.
For more information on SISU, go to Filling your Sails and Making More Sales – with SISU
To learn about how SISU, in contrast to fear, impacts spirituality, go to www.Marketplace-Ministers.com.
Sisu: From Contending to Community
I’m working on a presentation for eWomen Network on the importance of sisu in accomplishing our 2010 goals, Since I’m speaking to a group of people that understand the importance of networking and community, I’m wondering how sisu fits. This is what I’m thinking about. What are your thoughts?
Even though sisu is about unwavering determination, it’s not a wild-eyed devil’s rush forward where angels fear to tread. Though it will never stop in its tracks, it will not forsake the resources at its disposal in the pursuit of singular glory. Those with sisu move forward with their allies, leveraging the collective wisdom, insight, creativity, and capability of the group. For those who embody sisu, individual honor is appreciated, but it’s never as important as completing the mission at hand.
For the sales management leader without sisu thinks that the sales floor is a “them or me” jungle. As the sales management leader acquainted with sisu could tell him, however, “them or me” always, inevitably becomes just “them.” The sisu-powered leader knows that she is capable of individual success, but long term advancement is a community endeavor, and there are no excuses for not using all the resources available to you.
What are your thoughts?
For more information on SISU, go to Filling your Sails and Making More Sales – with SISU
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