Hire that Perfect Sales Professional BEFORE someone else does!

Good Morning Sales Leaders!

The unemployment rate is at the lowest levels it's been in years; under 4%. (3.8% to be exact) that means the pool for highly skilled sales professionals is very low - So here's the deal - you are in a tight labor market and you're the CEO of a growing company and you're trying to scale your business. The question is, "How do I hire and retain the right sales team?" What's my strategy for retaining highly skilled professionals that can help us grow, geometrically?  What's my plan to hire and retain the next generation of sales professionals (now that millennials will overtake boomers in 2019 as largest U.S. population groups).

Sounds overwhelming - it's not, really - here's why and a plan so you can execute now to prepare yourself for when you are ready to hire! 

Hey everybody, it's Anthony Conklin. Welcome back to the podcast. What do you do in a tight labor market and you're trying to find the right sales leader or sales professionals to help you grow your business geometrically? Everyone – including your competitors is fighting for that same resource, same skill sets, personality, background, company, and cultural fit, etc..  What's going to separate you from other companies that are trying to do the same and land that high-end, high-impact sales leader or sales professional?

Heres a hint – it's not what you think…

One critical thing I've observed is that 9 out of 10 #solar businesses, do not provide or have an insufficient onboarding or sales training program...and the ones that have either or both, are woefully lacking in content, practical and tactical strategies that leave the new hire scratching their heads saying "what was that"

One company (who will remain unnamed) hired an "out of the box, non-industry specific "canned" powerpoint program.  Im wondering how that will work out.

Most of the time this approach winds up being a waste of time and money for the solar company.  

Well back to my original thought.

Without proper sales onboarding and/or a sales training program, you set up the new hire for failure - It's criminal if you don't offer a well thought out sales onboarding and training program, especially in a time of limited resources others are trying to hire. 

Heres the point: The difference between one sales professional taking a position with your company vs taking it with another, is not necessarily the personality, the hours, or the comp plan, they need to feel they are going to make an impact and the way they feel they can make an impact and feel supported is to put them on a path to success- one powerful way is to get them properly trained (not in the product or service). Trained in how to ask better questions, how to be a better prospector, scripts, sales cadence, how to present the value proposition, role plays, etc. These go for miles when you're meeting and hiring "today's" new sales professionals.

What's in your sales training and onboarding wallet? Take a look and message me back your thoughts.

One more thing I want you to think about, What's one thing you can give to your sales team today, that's going to help them land more meetings and close more deals?

Do you know what it is?

It's a sales training-on-boarding TLC.

PLEASE SHARE WITH YOUR NETWORK!

Live with Passion - Anthony