What would it mean if you had more superstars on your sales team and could retain them longer?
Selecting the Right People
Selecting the right people is a critical task and losing high performers significantly impacts our results.
However, many companies hire based upon work experience, as outlined in a resume, combined with a handful of interviews. This approach can’t determine whether somebody has the work habits required to succeed at your company. It also cannot tell you if the person will thrive or struggle in your culture.
There are better ways to insure a higher success rate. Job-matching, using a variety of our tools, and interviewing techniques, will increase your chances of hiring a successful team member by 400%.
Getting new hires up to speed and productive as quickly as possible is imperative. However, most companies put their reps through a few days of orientation and "product" training then expect their new reps to be effective. New Rep On-boarding should incorporate all the elements of the sales process and the proven formula that will allow the rep to be successful.
Retaining Key Performers
Retaining key performers is an extremely important characteristic of a high-performing team. Sales Leaders need to focus on keeping them engaged and productive, managing their performance, and infusing their best qualities into the rest of the team.
Developing the Team
Finally, and most importantly, a Sales Leader must know how to develop their team. The higher the quality of your team, the better results they will produce. Sales reps will not get better on their own. Sales Leaders must know how to identify the areas where reps need help, then provide clear direction on how to improve. Sales Leaders must also determine when to take steps to replace underperformers.
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