managing retaining sales people

Managing and Retaining Sales

PeopleGreg Longstaff & Julian Chong

Is it worth having a Sales Person?

• SIGNARAMA > 97%• EmbroidMe > 1,330%

What do you know about taking on a Sales Person?

• text

Some common objections

“Wow, that’s a lot!”

“It’s more than we thought”

“can you do it for less?”

“Another sign/uniform crowd told me it would

cost $xxx”

Consider this… The field support stats for new

store setups• Marketing calls generate between $10-$15k in quotes•Over the following months up to 80% have converted!

Why would you not do this week in week out?

Sales People are a Must!

• If you stick with the mentality that you must have someone creating new business at all times

YOU CANNOT FAIL

So who do I hire?

• Think outside of your comfort zone!

Two types of people we recommend

• Someone new to the sales environment (a newbie)• A proven Sales Rep

Newbies

• They will cost you less initially, however they will take up a lot more time to develop

•That’s the TRADE OFF

Top 5 mistakes we make with Salespeople

1. Get caught up searching for the perfect salesperson2. Owner doesn’t spend enough time with them when they start3. Owner doesn’t hold them to accountable on a daily basis

Top 5 mistakes we make with Salespeople

4. Owner holds onto an underperformer for too long5. If one or two fails, we give up!

How do we find a good OSR?

• Is there a way to determine who will succeed and who will fail?

• Who did you run into this week who stood out?• Were you at a restaurant and had a great waiter?

• There are Salespeople everywhere

Conduct a psychometric test

Perform a Sales Profile test

Why test at all …… Why take the time to do so ?

• Understand the candidate, by peeling back the top layers, and digging deeper, and limiting the “halo” effect during interviews.

• Look at the “team” fit - its like buying a house, seeing whether the furniture will fit ok.

• Helps identify reference and interview questions.• It’s a powerful tool with uses beyond merely recruitment, such as staff • development and management• Making a placement error is VERY costly and employee’s can be hard to

remove once in your business.

The

McQuaig

SystemDEFINE

ASSESS

RETAIN

THE INSIGHT TO ASSESS AND MANAGE PEOPLE

3 best ways to improve predictability

• skills & abilities testing• behavioural questioning• personality profiling

Three levels of appraisal

• Appears To• Can Do• Will Do

Filter out the time wasters

• There are plenty of ‘square pegs’ in the marketplace looking for ‘round hole’ jobs.

• Their chance of success in those positions is far lower than a candidate who fits.

• Learn how to screen out

• high risk candidates

…Qualify them

• What are their goals?• If they can’t tell you then they have the wrong attitude and they will not perform!

Sales experience vs Industry experience?

• Sales experience tends to be better

• But you will never find the PERFECT OSR

MOTIVATE & MANAGE

What are good Sales Reps looking for?

• Case study: Rowan Wilson (Speedy Signs Manukau)

• Why has Rowan been at Speedy Manukau for 10 years now?

Is it because he has nothing better to do?

So what motivates?

• External AND Internal

• Have you asked them?

Set the standard

• Lead by example • Set the tone

Set goals together

• By setting their targets together, this gives them ownership • Hold them accountable – daily

Give them the tools

• Make sure they understand• The industry• What they’re selling• Current customers• Key competitors• Marketing area• What’s available to them

Share information

• Be transparent• They should know the store’s targets as well• Information EMPOWERS

Create an open environment

• Allow them to make mistakes and learn from them• All ideas shared, nothing judged• Remain solution focused

Recognise!

• Give public recognition on a job well done• Tell your Field Support• Thank you???

Provide support

• Help them if they’re under pressure

Incentives

• Don’t have to monetary based• Get creative

Commissions

• Pay them on time!

Key points to take home

• It’s not always about money• Find out what their goals are to help motivate• Hold them accountable

Thank you

• Questions?