When I first found myself actually running a sales team (versus running a small band of gypsies trying to sell a pre-market product in a nascent category), I didn’t really have a rudder. Or a culture. Or a process. Or…I didn’t have anything. Just a team of people who wanted to work at our company and sell our product. It was a start. Here’s how I set out to create my foundation.
As a sales leader, can you or should you, expect your sales reps to be ‘always on’?YES. Within reason. That’s the job of a sales person, and we shouldn’t be afraid to expect that of our reps.
Sometimes your team’s deals are flowing in. Ah, rejoice—there is no better feeling. But, sometimes it feels like everything is stuck in the mud and you end each day wondering ‘when are the deals coming in?’
This happens with individual reps you are managing of course, but sometimes it seems to happen across the board as though a pandemic has swept the sales team. When the pipeline is stuck, it’s not that you are losing deals, it’s that they are sitting in no man’s land. Here’s what I do when my team’s pipeline is stuck.
This could also be titled, “Don’t make the same mistakes I made, because I sure screwed it up a lot.” Sales recruiting is getting harder and harder by the day—experienced, talented reps are few & far between and the skill level needed to make a B2B sale continues to increase.
I believe that good sales recruiting is a both art & science.