Sales Manager Success: Building Sales

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As a sales manager, your salespeople are key to your success. Do you think you can motivate them to do better? To reach their quotas?  Sure, you might be able to get a temporary boost if you ride them hard or offer costly incentives, but is this a sound strategy for ongoing success? Of course not.  If you’ve had to resort to these tactics, then you should pay special attention.  That’s an indication that you may not have true High Performers on your staff.

High Performers are employees who achieve the best results while others stop at average.  They do something that others don’t.  These top-tier performers have a propensity to seek out creative solutions where others fail to realize such possibilities exist.  This is of particular importance when roadblocks with no known solution stand in the way of closing a sale.  For salespeople in particular, closing a sale almost always involves obstacles and objections that must be overcome.

Have you ever heard these words?

“The competition’s pricing is lower.”

“The recession is keeping people from making purchases.”

While these statements may be true, they are often indications that someone believes there are no possible solutions and that any further effort would be senseless.  This attitude, or way of thinking, isn’t the same in everyone.  Applying an external push, encouraging, coaching or even the threat of job loss won’t alter a person’s entrenched underlying belief about what is and is not possible. What most sales managers fail to realize is that when they inadvertently hire people with this kind of mindset, they bring this attitude on board and it becomes part of their team’s overall culture.  When it comes to building a powerful sales force, knowing how to accurately assess and select candidates who will go above and beyond is by far the most effective strategy to build sales.

So, what’s the first step to recovery from mediocrity?

Learn how to HIRE EFFECTIVELY.  Knowing what to look for and how to properly gather and assess candidate information is not difficult…once you learn how.  The problem is, few interviewers have taken the time to receive sound, formal training.  Sales managers find themselves in a particularly tenuous situation.  To begin with, they are interviewing job candidates who know how to sell themselves.  These candidates can be quite convincing, even though they may not be genuine performers.  Secondly, in the role of interviewer, the sales manager often makes the mistake of putting too much emphasis on selling the job, and spending too little time gathering the right information to make a sound hiring decision. When you don’t really know how to interview,  a lot of unnecessary hiring mistakes are inevitable.

Take the first step now and save $50 OFF the regular price.

Investing in Hire Authority’s Interviewer Training has a great ROI.  Add a single High Performer to your staff, and your investment is more than covered.

Thousands worldwide have successfully upgraded their organization by taking Hire Authority’s online courses or Instructor-led classes.  Instructor-led classes are taught in multiple languages, and in more than a dozen countries.  The same training is available as an online interactive web course.  This cutting-edge format is highly interactive.

Our course teaches learners…

• How to build a highly effective interview guide for hiring sales people.
• How to get sales candidates to talk more freely and provide fewer canned answers.
• How to determine a candidate’s effectiveness at dealing with difficulty.
• The 3 components ALL top producing sales people have in common.
• The importance of having a hiring standard.
• Motivation-Based Interviewing: What it is, and why it’s an essential tool for the interviewer.

…And a much, much more.

Upon successful completion of the course, the learner is eligible to receive a certificate of completion, suitable for framing.  In order to download the printable Certificate, learners must complete at least one of two virtual interviews and make a hiring decision. The goal is to select the sales person who is the high performer however both virtual candidates have the necessary skill to do the job. Learners can listen to feedback on how they did and learn the importance of having a high minimum hiring standard.

Use this Promo Code good for $50 OFF: HHAB31A

To Purchase online INTERVIEWER Training for Hiring High Performers, Click Here.

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