The Time is Right to Upgrade Your Sales Force

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One of the most unfortunate results of this economic crash is that it has put millions of Americans out of work. However, if you are one the strong businesses still surviving you have an excellent opportunity–there is premium talent walking the streets looking for a new shot!

Take advantage of this fact to upgrade your sales force, and increase your long-term success.

Savvy business owners will take this opportunity to review the current sales team, look for holes, and bring strength into the organization to take it to a new level. Here are some ideas on how to proceed with this plan:

1. Assess:
Take a close look at your current team. Objectively evaluate sales numbers, historic performance, and team chemistry. Rack and stack your team.

2. Search:
Quietly, begin your search. Use your network, watch the news, and review industry publications for competitors and similar businesses’ downsizing announcements.

3. Chose: Start with your goals. Draw a line–usually the bottom 20 percent. Assuming the 80/20 rule this probably leaves you taking little risk to your top line production.

4. Cut: Now it is time to make the cuts. Make them swift and complete. It is usually a good idea to speak with those top performers you are keeping first to hold motivation and confidence on the producing sales floor.

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5. Reinforce:
Immediately bring together the new team. Assure them that you are confident and betting the company’s long-term success on their continued performance.

6. Beef Up: After you have “topgraded” your team, it is good to beef-up that new team with training and a sales rally to pump up the volume.

This exercise can be the difference between surviving and thriving now and in the future.

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