HIRE RIGHT. TRAIN RIGHT. COACH RIGHT.

HIRE RIGHT.

Hiring great people is hard. Hiring great salespeople is even harder...and the stakes are much higher.

Why? If you get the hiring decision wrong with an in-house position, you’ll still have problems to deal with. But it most likely won’t impact company revenue as directly as a bad field sales hire because the poor performance that takes place won’t play out directly in front of your customers. You can churn through two or three Product Managers without the customer knowing, but if that same customer sees three different sales reps from your company over a two-year period, they’re going to wonder what the hell is going on.

You need to have the right people conducting interviews. People who know not only how to facilitate a productive conversation, but how to dig past initial responses to get to the core of who the candidate really is. What’s the story behind the resume? Do all the pieces fit together? Doing this well is a combination of art and science, much like the Sales process itself.

Culture Sells will assist you in all phases of the recruiting and hiring process so that you increase your winning percentage when it comes to finding the right person. So that you Hire Right.

By ensuring that you have a respectful, professional, transparent and truly inquisitive recruiting process, you can set yourself apart from your competitors and attract a better talent pool from which to choose your team members. Court your sales candidates the way you would expect them to court high-potential prospects, since landing them is every bit as important.

Always remember that the creation and maintenance of your company’s selling culture begins even before your first touchpoint with a candidate. Your organization’s reputation as a hiring entity will precede it with candidates just as its reputation as a provider of goods and/or services precedes it with potential customers.

 

TRAIN RIGHT.

Training Right starts with the initial onboarding process and every effort should be made to remind your new hire that they made the right decision when they joined your company. Make the first days of the employer/employee relationship special and get things right for them from the very start. No botched hardware deliveries, no incorrect passwords that will delay them from getting started on training content, no Byzantine business processes for them to muddle through. Celebrate your new sales hires the way you celebrate (or should) a new client with whom you just closed a deal.

Comprehensive training is critical for everyone in your company, but again, your sales teams need to be razor sharp before they go out into the field. Accentuating the positive aspects of your company’s offering is important, but sending overly optimistic salespeople out into the fray is a death wish for your brand and a major problem if you want to hang on to your top talent.

Culture Sells will evaluate and enhance your current training system or help you develop one from scratch. Teams usually play the way they practice and your training classes and sales meetings are their practice fields. Be sure that you Train Right.

Make certain that they have the whole story, both good and bad, before sallying forth. Get customers involved in the training process so they can provide critical input from the buyer’s side. Not only will this help your employees to succeed, but it will show those customers how much you care about putting a winning team on the field. And you’re far more likely to retain employees who feel like they’re positioned for success.

 

COACH RIGHT.

Imagine this scenario: you spend months upon months asking people you trust for recommendations on a new car. Then you conduct diligent research on your top choices, visit the dealerships, kick some tires. You finally narrow your search down to the ones you want to test drive and then ultimately make your selection. You negotiate the price and other terms, fill out all sorts of paperwork and then drive it home.

Now comes the weird part: you decide not to do anything to maintain and care for this vehicle after you poured blood, sweat and tears into the selection process. Not only that, but you actually do harmful things to it. You put in low-quality fuel; you drive it hard; you get urgent recall notices and ignore them; you don’t keep it clean.

Doesn’t make much sense, does it? Well, that’s what a lot of companies do with the salespeople they hire.

Your people need coaching...quality coaching. Candid, non-threatening, honest and agenda-free coaching. And your field salespeople need it even more because they spend a lot of time working in a vacuum. They are remote. They aren’t in the company headquarters where they’ll hear about projects and events through the grapevine...they could be thousands of miles away. They don’t attend multiple team meetings on a daily basis where they interact with cross-functional peers and learn about new company initiatives. They may see their manager, their coach, or even their peers, only once every couple of months. 

Learning how to Coach Right is perhaps the most important thing you can do for your people, your company and your customers. It can even overcome some of the errors you made when hiring and training. Culture Sells will teach your managers proper coaching techniques so they can elicit optimal performance from their teams, develop capabilities for future organizational needs and keep their top talent motivated and fulfilled.

SERVICES OFFERED

  • Motivational Speaking

  • Fractional Sales Management

  • Sales Representative Coaching

  • Sales Manager Coaching

  • Recruiting and Hiring

  • Onboarding and Training

  • Personnel Review and Assessment

  • Customized Programs based on specific client needs