Front - AZ Teambuilding sro

CHANGE yOUR SAlES RESUlTS FROm GOOd TO GREAT!!!
Note: A critical interview question I would ask any potential sales rep is
“What sales book or audio are you currently reading/listening to?” ask
for some details and how they are using this to get better results. If the
candidate does not provide quality answers it is my recommendation that
they do not get hired. Clearly they are not committed to excellence!
Step 3:
teacH and eMBed knoWledge and SkillS
Now that you have hired your Gold Medal sales team, as a business
owner it is critical to equip each of your sales reps with the tools necessary
for success. If you are following the steps outlined, you have used
a sales expert to help build your sales team. It is now time to leverage
that expert to train your sales people not only how to sell your products/
services but also to ensure they have sufficient product knowledge to
provide the expected level of expertise to the marketplace.
All too often in small or medium-sized businesses, newly-hired sales
people are given a few brochures, a crash course of product knowledge,
then sent out to make cold calls. It is often assumed that an experienced
sales person has been trained how to sell effectively, however that is
frequently not the case. In a couple of months, sales are well below the
expected targets and we find ourselves back at page one of this chapter
with a frustrated owner.
My experience has shown me that to develop top salespeople you have
to help them establish a strong belief in their products and services,
their company and most importantly themselves. By dedicating time
upfront with new hires to ensure that they have sufficient product
knowledge and thorough training on how to sell, the more likely it is
they will achieve sales excellence. Do not take short cuts; invest the
time in your salespeople.
The final piece to this puzzle is that the sales rep must be committed to
continuous learning and improvement. While no one can be forced to improve,
it is very important that a culture is established where sales people
take responsibility for their own self-improvement. By setting an expectation
that all sales people should be reading books on selling, listening
to audios in their car and constantly trying to improve their selling skills
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