Whether it’s current projects, prospective customers, or just following up on former projects, I probably talk with 25 different integration companies every week. One of the most common traits of their sales struggles is turnover. The issue seems to be the methods the companies use to select and judge their sales candidates, and the fact that they just don’t know what else to do.
We’ve fixed this issue.
Our Strategic Sales Staffing program helps our companies build their sales personnel in a smart and methodical manner that eliminates the turnover issues. Although our program is comprehensive, I’ve found three areas that we make the most impact.
- We help build an expansion plan. Most of our clients start to recruit after they need someone. As you know, bad decisions are usually made whenever you need anything. If you have an expansion plan and know when you’ll be needing another sales person or sales support person, then you can start interviewing long before the “need” arises; enabling you to be patient and make the wise decisions.
- We define your ideal candidate profile. What are you looking for? Most integration companies look for someone with experience but ignore all the other important factors. In general, there are four types of sales professionals. Most companies need a combination of these four types. I walk my clients through an exercise that defines their type. Once you know what you’re looking for, you’ll be surprised how easy it is to find it; and how obvious it is when you interview someone that doesn’t fit.
- We coach your team on interviewing techniques. You wouldn’t put a linebacker through the same drills as a short stop to determine their skill sets, so why do you interview all sales people the same way? After all, bad salespeople have turned interviewing into an art – they’re experts. You need to interview in a specific manner to uncover the character you’re looking for (see #2).
If you’re having issues with your sales turnover and are curious if we can help, click here and let’s schedule a quick call.
