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Professional Achievement Group, Inc. | Rockville, MD

Management & Leadership

Every business owner and manager is probably aware that the need for approval can greatly impede a salesperson’s results, but very few managers address this issue with their sales teams. Moreover, salespeople are never consciously aware of how this weakness is affecting them when they are trying to make business happen.

The performance barriers that have the greatest impact on sales success aren't so obvious.These are hidden weaknesses, and when they are present can neutralize one’s strengths and prevent one from adopting and implementing new strategies and tactics that could make a remarkable difference in their results. So here are five of these major sales related weaknesses.

We have all experienced it. We thought we hired Julia Roberts or Tom Cruise, but they ended up performing more like Ruth Buzzi or Rodney Dangerfield. Most managers and owners have grown to accept this experience as part of recruiting salespeople.

Interviewing sales candidates requires completion of a series of steps, each building on the previous one. That's why a “preparation” step is the most important in the interviewing process. Interviews cannot succeed without a solid foundation.

Just as a salesperson should always be prospecting, a sales manager should continually be recruiting, even when there is no open position. At a trade show, he should be talking to the salespeople at the other booths. He should have a recruiting file and always have a list of possible candidates. He should always be evaluating his sales team - identifying the weakest performer(s) so they can be replaced with stronger people.

Most of the sales managers that I encounter participate in ‘need-based’ recruiting for salespeople. When they lose a strong performer, plan to expand geographically, or wish to take a new product or service to market, this is when they begin the recruiting process.

Hiring superstar sales talent is not as difficult as many managers believe. Perhaps their biggest issue: they think hiring salespeople is the same as hiring for other positions. Wrong! Sales selection requires a completely different process. Here are the ten most common sales force hiring mistakes and how to avoid them.

Building Your Sales Team's Muscle

Bad sales meetings are sources of dread for everyone involved. Most every sales professional has been there when he fought to stay awake, or silently fumed about what else he could be doing. Business owners and managers can readily identify sound reasons for having sales meetings, but they also admit that the meetings sometime fall apart, or they seldom seem to provide significant value.

Competition is the reason your salespeople and many of your company's other employees have work to do. If it weren't for competition, businesses would lack the strongest incentives for change - new products, new processes, new markets, new strategies, etc. Competition also encourages companies to introduce innovations that benefit their customers.