| If you are looking to grow your sales force, it’s no | | | | sales professionals consider changing companies, they |
| secret that finding the right people can be challenging, | | | | look for sales managers that are knowledgeable, |
| time consuming and sometimes even frustrating. A | | | | perceptive, cogent, confident, involved, trustworthy and |
| few key ingredients come to mind when looking for | | | | approachable. They look for sales managers that have |
| ways to attract the best sales talent your company | | | | open door policies; the political prowess needed to |
| can hire. | | | | acquire additional resources; the bravado to push |
| The first key is Compensation. Compensation is at the | | | | though sales friendly compensation plans and the |
| “heart” of most sales professionals, it is the | | | | influence needed to increase direct marketing support. |
| romance language of all great sales talent. Most | | | | Top sales talent looks for leaders with integrity and a |
| people join the rank and files of sales not because | | | | vested interest in serving both the client and the sales |
| they enjoy taking massive amounts of rejection, but | | | | team. In the long run, your ability to attract top |
| because they are willing to rise to the challenge under | | | | revenue generators will be a reflection of the |
| the right set of conditions. Give a sales professional a | | | | organization and the sales leader, so make sure you |
| befitting product or service, effective leadership and a | | | | have the right sales manager in place. |
| winning compensation plan and you have the basic | | | | The third key ingredient needed to hire top sales talent |
| recipe for sales success. Believe it or not, in some | | | | is a comprehensive Recruiting Game Plan. It will be |
| companies the number one sales person is paid more | | | | difficult to land top producers without a strong recruiting |
| than the CEO. These savvy CEOs understand what | | | | strategy. Finding top sales talent is a job that never |
| motivates sales professionals and are happy to pay | | | | ends, and if done haphazardly, can leave you |
| top commissions as they watch their companies | | | | vulnerable to hiring mediocre sales performers. |
| achieve accelerated growth rates. | | | | Remember that all top producing sales hires are |
| The second key is Sales Leadership Support. Today, | | | | highly profitable, so it makes sense to invest the time |
| more than ever, outstanding sales people need strong | | | | and energy needed to build a strong recruiting game |
| sales leadership. Sales management is valued for their | | | | plan. With a little planning and a strong commitment to |
| ability to provide direction, clarification, thought | | | | investing in the best sales people, your organization will |
| leadership and sales strategy. Great sales leadership | | | | reap the rewards of building a fierce sales force that |
| can attract over achieving sales professionals, improve | | | | dominates the market, wins profitable business and |
| sales performance, accelerate client acquisition and | | | | captures more than its fair share of clients. |
| reduce unwanted turnover. When accomplished | | | | |