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How to Meet Quality Standards with ISO 9001
In today’s hectic business environment, it is vital that we are all on the same page, right? But how do we know if we meet those standards? Business owners and executives can avoid the uncertainty, and that’s where ISO 9001 certification comes...
Industry Pro Interview: Expanding Your Market Reach For More Sales
© Karon Thackston 2002 http://www.ktamarketing.com Have you ever wondered how to get out of a “sales slump”? I think all of us have! One of the most common things we, as small business owners, allow ourselves to suffer through is “narrow...
Outsourcing NOT Just for Big Business
Outsourcing has become a controversial issue and a hot topic among presidential candidates this year. But have you stopped to think how your business can benefit from the efficiency, functionality and cost savings of outsourcing? If you have,...
Part 2 of 5 On The Home Business Set-Up Guide
Dear Reader,
These articles will provide a step by step guide on how to start and run a home based business based on my experiences and other home business owners. This is part 2 in a series of 5 articles. They are written in a basic format...
Why Suppliers should use B2B exchanges
Business to business e-commerce is on the rise! Worldwide B2B e-commerce revenues are estimated to reach around US$ 2 trillion in 2004. This is a significant leap from last year’s US$ 1.4 trillion. However, according to a recent survey,...
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Hiring The Best Sales Athletes
The principal driver of sales productivity is the quality of an organization’s salespeople. The best sales strategies slide into oblivion without strong salespeople. No sales management theory, practice or system can make up for having less than the best talent. But, having marvelous sales talent can moderate, for example, the problems caused by a flawed selling system.
Hiring the right salespeople is the most important task of a sales leader.
The best sales organizations invest significantly in, and are aggressive about, hiring sales personnel who are demonstratively goal-oriented, self-motivated and successful. They employ systematic and rigorous assessment and interview processes to ensure the right people are hired – often reviewing hundreds of resumes per hire and putting potential candidates through tens of interviews.
Successful sales leaders also seize every opportunity to hire competitors’ superstars who can change the profitable revenue growth results in a territory, of an assigned group of customers, for a sales team, etc. They aren’t discouraged by the amount of pay required to hire such an “impact player” because the combination of two dynamics creates a staff realignment opportunity:
> Results delivered by one high performer will be more than those generated by two or three mediocre performers; and
> The compensation cost of the high performer will be less than the total pay of the lesser performers.
High performance sales cultures employ results-oriented metrics that separate “winners” from
“losers.” The metrics identify, within the context of the time required for a typical salesperson to reach full productivity, whether correct hiring decisions have been made. Results versus sales goals are regularly and clearly communicated to individuals. In this setting, sales leaders are intolerant of below goal performance and aren’t shy about replacing hiring mistakes. The metrics are also invaluable in revealing opportunities to accelerate the productivity of mid-level performers and leverage the productivity of high performers.
Employing superb sales athletes enhances an organization’s ability to grow revenue profitably. It also creates a competitive advantage that is more sustainable than investments in facilities, machines or R&D. Why? Because the advantage gained from people who perform is more difficult to replicate.
About the Author: John F. Tallitsch is the founder of TopMark, a consulting boutique specializing in sales effectiveness and sales compensation. TopMark helps companies create finely-tuned, results-oriented sales capabilities through solutions encompassing: customer segmentation and targeting; sales strategies; sales force and territory design; performance-driven sales incentives; and talent strategies. You can contact John at 440-963-1240 or visit http://www.top-mark.com for more information.
Source: www.isnare.com
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| SellingPower.com | Solutions For Sales Management |
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| Journal of Personal Selling & Sales Management |
| The official web site of the Journal of Personal Selling & Sales Management has moved to the University of Missouri, Columbia, which is the home of the ... |
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| Manage Smarter - Performance Gateway |
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| The 5 Biggest Sales Management Blunders |
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| DEI Sales Management |
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| Reconnect Sales Management to Profitability - HBS Working Knowledge |
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| Amazon.com: Sales Management: Books: Robert J. Calvin |
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| Personal Selling and Sales Management: KnowThis.com |
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| Sales Training and Sales Management: KnowThis.com |
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