Potential Sales & Consulting Group
Volume 1, Issue 2
October 2016
So You’ve Hired the Wrong Person $$$
We Fix Sales Problems: Do you have suffer from lackluster sales? Is a candidate’s Figure It Out Factor important to you? Do you have an executable Sales Process? Can your salespeople demonstrate value and sell at higher prices? How do you know which candidates will be coachable?
Inside this issue: Ask the “Sales” Neurosurgeons What Sales Lessons Have You Shared With Your Team? (Facts Tell, Stories Sell)
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About Potential Sales & Consulting Group
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Sales Leadership— Action-Packed Workshops
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Now Hiring
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Potential Sales & Consulting Group Values
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How long have you been trying to hire the right sales person? Do you rely on a resume to hire a salesperson? What happens when you get a resume? HR places a lot of emphasis on resumes. It’s true they are an important part of the recruiting process, but the reality is that resumes provide little insight as to whether a salesperson will succeed in your defined sales role. Normally, HR professionals will ignore resumes that are not professionally created, have spelling and grammar errors, or the individual does not have industry experience. The reality is that it is easier to train an individual on your product or services than it is to teach an individual to sell. HR does not evaluate an individual on his or her Sales DNA. HR hires with EEOC principles in mind. It is costly to hire and train your salespeople, only to have them leave. Many companies continue to be haunted by these ‘Sales Ghosts’. You must ask, “Why have salespeople failed in the past?” “What has caused them to struggle?” Do you know how much a bad hire costs your organization?
Take the Ghosts Test to determine the costs of hiring the wrong salesperson.
M. Your cost of recruiting (B x C x D x E x I) +(G + H) x B ____
A. How many salespeople have been hired during the last five years? ____
N. Your development costs (K + J) x B ____ O. THE COST OF YOUR SALES GHOSTS (M + N) ______
B. How many salespeople were fired or quit during that time? ____ C. How many candidates were interviewed for each position? ____ D. How long did the interview last? ____ E. How many times was each candidate interviewed? ____ F. How many hours were invested coaching each salesperson? ____ G. What fees were paid to recruiters? ____
The total cost does not include:
The cost of commissions paid on accounts not collected
Phone bills from ineffective prospecting
Opportunities lost
Business that will not come through from those who will soon become Ghosts
H. Cost of advertising each position? ____ I. Your time ($/hr) ____
J. Cost of training each person ____
Contact Potential Sales & Consulting Group to help you determine the remaining variables that will give you the total cost of your Sales Ghosts.
K. Average annual salary __ L. Your turnover percentage (B/A) ____
Your cost of aggravation
Phone: (877) 608-9900
Ask the “Sales” Neurosurgeons Q: Do people leave managers, or do they leave companies?
“In fact, every year you should replace your bottom 10% performers. In doing so, this will continually motivate your sales team to perform.”
A: People in most positions leave managers, and they leave management. They do not leave companies. I do not believe this is the case in sales. “A” player salespeople will definitely leave “B” player sales managers. In sales, the life expectancy for great sales professionals is approximately 28 to 36 months. The reason they leave is for more challenge and a different opportunity level. This could entail rising in a higher level of sales or taking on regional or national responsibilities. Great salespeople seek challenge throughout their career and unless you continue challenging them and giving them opportunities to grow both financially and in
business, the likelihood is that they will go somewhere else. Another key factor for leaving is that great sales professionals are the ultimate networkers. They are constantly networking for business for the company they are representing. The downside to great networking is that you get people constantly seeking to recruit them. The way you protect yourself against these great sales people leaving is you continuously keep scouting for the next great salesperson. In fact, every year you should replace your bottom 10% performers. In doing so, this will continually motivate your sales team to perform. We recommend that you spend at least $1,000.00 a month on job postings looking for salespeople.
The “Sales” Neurosurgeons column is a Sales advice column in the format of anonymous questions and answers submitted by readers with
an issue in the form of a question. The expert advice of the “Sales” Neurosurgeons provides a response. Submit your questions to: Newsletter@potentioalsalesgroup.com
What Sales Lessons Have You Shared With Your Team? (Facts Tell, Stories Sell) In sales management, you should always be looking for lessons to show your sales team such as when you are out somewhere and someone is trying to upsell you, whether it’s dessert at a restaurant or a newspaper. For example, have you ever called your credit card company and they want to offer you any other types of products and services? These are examples of things you need to look for in order to teach and use in your sales training. Great leadership is always being on the lookout for sales or new ways of selling or stories on how people are executing on the behaviors that you want from your sales team.
Action Items:
Tie analogies and or stories to the behaviors you want from your sales team
Look for lessons, whether in sports or movies or stories, that can be related to sales or sales behaviors
Add these stories or lessons to your sales training program
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Potential Sales & Consulting Group (PSCG) is an established sales development firm whose goal is to provide value for its clients and
Organization
change the way the world views the Sales profession. Privately held
and headquartered in Pembroke Pines, Florida, the team works Potential Sales & Consulting Group Corporate Headquarters 18501 Pines Blvd, Ste. 365 Pembroke Pines, FL 33027
with clients globally supplying an array of sales solutions to help clients fix sales problems, thereby, increasing sales. Founded in 2012, PSCG has grown to incorporate a team possessing more than 70+ years of collective sales and marketing experience. PSCG specializes in exponentially growing sales by bringing accountability to the sales process and craft-
Phone: 877-608-9900 Email: Newsletter@potentialsalesgroup.com
ing a sales culture of success. With Potential Sales & Consulting Group’s passion and strategic style of sales, the team has assisted multiple companies ranging in size from $4m to $2b grow their business on an average of 25% or more per year. Potential Sales & Consulting Group’s Mission: Holding teams accountable to the Sales Process and to grow Sales.
“Accelerating people and companies to reach their full potential”
W E ’ RE O N T HE W EB P OT EN T IA L SA LE SG ROU P . COM
Sales Leadership—Action-Packed Workshops Potential Sales & Consulting Group is excited to bring you two separate action— packed workshops. Register for one or both sessions using the links at the end of this article. The morning event, Sales Hiring, offers insights and strategies on hiring ‘A’ Player Salespeople. The evening session, Handling Objections and Surgical Strike Questions provides participants the opportunity to engage in intensive discussion and activity relating to their business. (Pre-work assigned after registering.) When: Thursday, November 16, 2016 8:00 a.m. - 10:00 a.m. or 6:00 p.m. - 8:00 p.m. (Networking with colleagues
before or after each session.) The fast-paced sessions, conducted by serial entrepreneur, Victor Arocho, are workshops that allow an interactive 'hands -on' approach to give you practical take-away tips that can be applied to your business immediately. You will also learn:
How to resonate your sales team as an expert within 60 seconds.
Teach your team not to show up and throw up
How to handle objections Definition of surgical strike questions that define the right fit for your company to do business with other companies and grow sales exponentially and more!
What are your surgical strike questions?
Where: Gallery of Amazing Things 481 South Federal Highway Dania Beach, FL Click here to register for the morning event. Click here to register for the evening event. For more information or questions, please contact PSCG: 877-608-9900
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Please visit our website at: PotentialSalesGroup.com for available Sales positions.
If you are an employer and would like to post a sales position, email us at: Newsletter@PotentialSalesGroup.com or call us, and we will add your job posting to our website at no charge.
Potential Sales & Consulting Group Values Learn and Grow – Always advancing your mind, advancing yourself, and others. Have Fun – Love what you do. Make someone laugh! Family – Family comes first. What happens inside the business family, stays inside the business family. Chivalry – Having manners, etiquette, be a gentleman. Be a lady. Balance – Do the things that you need to get done. Whether it is for the business or making time for the family, spouse, significant other, kids, yourself, etc., it’s about results, not time.
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