SALES MANAGEMENT: It seems this is a continuing refrain heard ’round the world- “It’s so tough to find good sales people.” The first question is “Are you really looking?” After that is wrestled down, “How and Where?”
Today’s tightened economy has opened the ears of so many more capable sales people that have been previously closed to overtures about making a move. Some have been hurt due to their industry being severely impacted. Some are working at companies that are genuinely struggling and are open to discussing a move. Now is the time to turn a tightened economy into a time of opportunity. Put together your list of known top sales performers that could add quick and real impact to your team. Don’t forget to expand your search to folks outside your industry. Whenever Jack Daly asks his audiences if they would want a third/fourth quartile performer with industry experience or a first/second quartile performer with no industry experience, the choice is always the latter. Yet, it’s infrequent that we see Sales Leaders recruiting from outside their industry. There is real opportunity here and you can train them in your business. Top performers know one thing for certain- how to be top performers! Identify a dozen or so key recruits and begin the courting process.