Episode 117 - Four Elements of Building a Sales Team

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today, we're going to be talking about the four most
important things that you need to have in place if you are
going to hire, train and retain a sales team. 




There are many mistakes that organizations make when they want
to build a sales team, or when they bring new people to an
already existing one. Many steps can be done wrong, from
looking for someone that fits their needs, to keeping track of
their performance once they are hired.  




One of the biggest mistakes that I see them making is on
selection. Often, I get called into an organization, and they
say, “we want you to train our team”; I would absolutely train
them if that was the issue, but what happens very frequently is
that they tend to mistake a training problem for a selection
problem or a recruiting problem. 




Creating a profile of the person that you want is fundamental,
and the system that you use for selecting that salesperson is
just as important.  




You need to make sure that you have a process for creating the
ideal profile of the person that you want. Consider that, many
times, people make another notorious mistake; they want that
person to be able to do too many things and, in that
confusion, you’ll be lucky if half of those things
get done correctly. 




You have to define what is the core competency, what
is the personality fit in terms of culture, and then, what is
the process that you are going to use to screen
them.  




This is just one of the four elements you need to build a sales
team. Of course, the selection is a crucial step, but once you
hire somebody there must be continuity.


What is the process you are taking that person through to bring
them up to speed? How is the training working out? How can you
make sure they're confident enough to actually start
making sales? 




Listen to this episode to learn what the other elements are so
that you can make sure you have the right people on
board, and once you have them, to guarantee that they
are going to be kicking goals constantly. 



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.