What’s the Secret to Growing Your Sales Force?
Superior Salespeople. This is not a dream, nor is it just a ‘topic of conversation’ – having superior salespeople in your company is a must! When looking across the wide expanse of the sales world in all industries, a sales team is the ‘end all and be all’ of profit-making. When a company has the perfect team they make money, simple as that.
Caramanico Maguire Associates not only knows what a true optimal salesperson should be all about, but they also have the ability to educate people on the fact that the ‘old way’ is no longer the right way to build a customer base. The old ‘tricks of the trade’ are just not suitable to engage customers enough that those same customers stay with you long-term.
Caramanico Maguire Associates excels at helping businesses increase their profit margin. They have a proven model that they use to recruit, interview and ‘screen’ salespeople so the owner or CEO of the company does not have to be tied-down by useless interviews with candidates that are simply not suitable for their company’s needs.
What are the questions you need to ask yourself? Is there a monumental top secret way of growing your sales force so that your company stands out in these tough economic times?
Answer: Yes, in fact, there is a secret. As we’ve stated, there are many companies that are simply ‘going through the motions’ when it comes to hiring the best sales team to keep themselves in business. They are wasting their time on interviews, and basically hiring the salespeople that have the best resume. Well…that’s just not good enough anymore.
You need to ask yourself some very detailed questions when it comes to finding a sales force to grow your company? Do your sales people have the core competency necessary to succeed? Do they know your product and/or service inside and out, and can the people in sales management do the right things and train your new salespeople in the right way that will enable you to stand out in the marketplace?
What is your process for Sales Force Development? Most companies do not even have a set plan in place to answer this question. Therefore, they never hire the top producers that can make their company shine.
Caramanico Maguire Associates can give you all the answers, training and services you need in order to change all of this, beginning with the top ten reasons why salespeople ultimately fail.
You need to ask yourself when that person sits down in front of you: What is the most money they have earned in the past? Answer: It should be at least 80% of what they will earn if they hit your target number for sales.
Can they control their emotions under pressure? Answer: They’d better be able to; if not, they will miss cues the prospects give as they “think” about what to say next.
Do they have too much need for approval? If the answer is yes to this, that’s once again not the salesperson that you need for your company. This need for approval will affect prospecting, closing and qualifying prospects in a very negative way.
How motivated are they? You must know what their personal goals are, and do they have enough desire and commitment to reach them?
What selling skills do they possess? There is certainly a set list of skills that are most definitely required in order to make your business more profitable. From prospecting, qualifying, and closing skills to the very basic issue of being able to ask those specific questions and get the right answer from a potential client.
You also need to know what problems are you likely to have with them in the field? As a business owner, you can not be wasting time with unqualified prospects. Your salespeople need to be the absolute best and there is no time for individuals who give too many quotes, overtalk, or are unable to hold margins. They need to have absolutely no self-limiting beliefs when it comes to their position. They need to be absolutely comfortable with talking about money and be able to ‘tell it like it is’ to prospects.
Most importantly they need to be compatible with your organization. Think about who they will call on. How much supervision do they need and how much support do they require? They need to know the price point of the product or service they are experienced at selling. And let’s face it. You need that hunter that is necessary to increase your profits.
“Past performance is no guarantee of future results.” This is an old adage that is still as relevant today as it was a century ago. The next time you hear that a salesperson is a “can’t miss” prospect for your open territory, make sure to find out more.
Now, what are the secrets of what not to do? Do not only hire a salesperson based on his/her product knowledge. Although product knowledge is essential to sales effectiveness, you don’t have to know how to design a car in order to sell a car. A great deal of hiring managers overstate the technical requirements of the sales position and overlook the sales skills necessary to be successful. You will waste enormous amounts of money waiting for the ‘technically competent’ person who suffers from call reluctance to make enough calls to meet their quota.
Do not hire based only on the fact that you like or get along with them. Employers sometimes make the mistake of rating a salesperson based on how well they “sold” them in the interview. It is possible to rate some of the skills, such as bonding and rapport, qualifying and closing, but it is the rare interview that will allow the interviewer the opportunity to observe all of the skills needed to be successful.
In addition, do not hire a salesperson simply because the rest of your staff likes or gets along with them. With all due respect, a Human Resources Manager does not sell your product or service. Therefore, they don’t know what it ultimately takes to achieve that.
Caramanico Maguire Associates trains these optimal salespeople, as well as finds them for your business. They know that an optimal salesperson is not born; anyone can become a top seller by studying, practicing, concentrating and focusing on his or her own performance. Many will ask what the basic attributes are to being an optimal salesperson? Well…Caramanico Maguire Associates knows the answer to that question, as well.
An optimal salesperson has three basic traits that make them the perfect ‘match’ for your business. Not to mention, they also need the job commitment, strategic orientation, intellect, mental alertness, sociability, dependability, persistence, courage, ability to improvise, inquisitiveness, forcefulness, tenacity, and straightforwardness.
So now you have uncovered the secrets to what it truly takes to build the optimal sales force, and Caramanico Maguire Associates has even more ‘inside’ information on exactly how you can increase your profits by using them to recruit the optimal salespeople. Caramanico Maguire Associates does full service recruiting for a company on a retained search basis. They do all the work while you run your business, and won’t bother you with reading resumes and interviewing people you will never hire. And the Caramanico Maguire Associates recruiting process is 95% successful!
CMA plays a ‘dual’ role that no one else in the industry does. Not only will they train individuals and uncover the secrets to becoming an optimal salesperson, but they will also make sure that your company hires only the ‘best of the best’ to find customers – and keep them!
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