Sales staff move around a lot, over half of sales staff are probably thinking about a move at any one time. The reasons they move are to improve their salary and compensation, improve their career prospects, and perhaps to find a different company culture, one they are happier with. Recruiting and training a new salesperson,…

As we discussed previously, there are aptitude tests available for sales people, which will help you to decide who is likely to be the most effective at sales. However, one of the best indicators of this is their track record, if you can get hold of it and be sure it is accurate. Good salespeople…

If you are a salesperson, what can you expect as a career path? Some companies will accept non-graduates for their Sales department. Some large employers have graduate training schemes and management programmes designed to fast track high calibre staff to realise their management potential. Often those graduate training programmes involve spending several months in each…

Sales people need to know several things, and whether they are new to sales, or just new to your company depends what training you should provide for them. 1. They need to understand theoretical sales and the sale process. 2. They need to know their product, and understand its benefits. They should be able to…

Here are a couple of points to consider when you are inducting new salespeople to the team. Ensure each new team member gets a personal introduction to the team, and is introduced to the team and company culture They should learn the Teams system and processes, reporting process, and know the rationale for them all.…

It is a good idea for a salesperson to continually compare and assess their results. It helps them to avoid becoming “stale”, and slip into poor habits. They need to hone and sharpen their skills continually. How does a salesperson carry out continual professional development or CPD? Encourage them to take courses online, and follow…

Most sales teams have regular meetings to review performance, and maybe also to look at potential sales in “funnel “. They will produce a report that will form the basis of the meeting. We have already covered this on the website, and considered the importance of accurate and timely reports, that will highlight which products…

Most Sales learning and development happens on the job, in the selling situation. To consolidate this, live performance coaching with feedback and analysis is the key. If they are being shadowed, then specific feedback can easily and effectively be given right after the sales call or meeting. This allows the salesperson to reflect on the…

Imagine you are Sales Manager. Knowing what you know now, who should you recruit? Should you recruit novices and train them in your own methodology, or buy in experts for a quick win? The answer probably depends on the situation your company is in, and how urgently you need a strong sales team. Maybe you…

So, I hope you have found our look at Recruiting, Training and Managing a Sales Team useful. Sales are the lifeblood of any commercial company. Without strong, vibrant Sales, there is no company. So, unless you are a charity or NGO or similar, it’s important your Sales Team is the best it can be. Great…