Potential Sales & Consulting Group
Volume 1, Issue 1
September 2016
Make Your Sales Team an Elite Sales Force
We Fix Sales Problems: Should your sales be growing at a faster pace? Is your current Sales culture causing you to miss business (ROI)? Can your salespeople demonstrate value and sell at higher prices? How do you plan to KEEP the new sales person motivated after the honeymoon is over?
Inside this issue: Ask the “Sales” Neurosurgeons
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Outsource Your Sales Management
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About Potential Sales & Consulting Group
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Executive Sales Leadership Workshop II
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Potential Sales & Consulting Group Values
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Now Hiring
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In every sales team, there are usually a handful of top performers…and then there’s everyone else. Imagine how much more successful your organization could be if every salesperson was an elite top performer. Think that’s not possible? Think again. In other areas, we see groups of elite people who band together for a common goal or purpose: Super Bowl teams, Navy SEALs, top-rated college marching bands, etc. In any of these groups, you don’t see one or two people doing all the work, outperforming their peers, or being the lone superstars. Rather, everyone on the team is an elite member. The group as a whole shines because each member contributes greatly,
plays an integral part, and gives 110% at all times. Creating an elite group of salespeople involves much more than placing a help wanted ad on a job board. It requires a specific hiring process that attracts only the best of the best. Here are the steps to do that: Make joining your sales team difficult. You cannot create an elite team if becoming a member is easy. Create a six-week intense new hire training program where no more than 60% pass. For every three people who make it past your initial hiring process, only one of
those should actually become a salesperson for your organization. Have consistent, ongoing (monthly) training. While the intense training period is a onetime thing, all salespeople should attend regular (less intense) monthly training sessions. To be the best, recruit the best. Sales isn’t an easy profession. So joining an elite sales team shouldn’t be easy either. That’s why you need to shift your focus from filling a sales position to building an elite sales force. After all, your sales team really is the face of the company.
Ideal Target Profile Trying to sell your product or service without understanding your Ideal Target Profile is like driving with your eyes closed. If you want to go after big game, your focus is big game, not the small quails. The first step you should take in assembling your Ideal Target Profile is to create fo-
cused descriptions of each ideal customer. Describe a high-level view of what the client does and what’s important to them in doing business with your organization. Next, determine the criteria you want. Criteria can be employee count, annual revenue, values with the company, or individuals and titles you want to deal with.
This information will give you a laser focus on obtaining as many clients that fit with what their products or services can solve. For more information, call Potential Sales & Consulting Group for a free 30 minute consultation to get started and create your Ideal Target Profile.
Ask the “Sales” Neurosurgeons Q: What is the average tenure of a top sales person?
position of always being recruited by your competition.
A: Top salespeople are only around for 28-36 months.
Q: I have a sales person that has been with my company for eleven years and is happy with their role in the organization. If top salespeople leave after approximately 28-36 months, why do you think this person is still with my organization?
Q: Don’t people leave managers and not companies? A: I agree with this statement, but just not in sales. The reason for the short tenure is due to the fact that great sales people are ultimate networkers. They are out and about meeting with decision makers, business owners, and executives. The top salesperson is very impressive to the individuals they are meeting and working with. This puts them in the
“When outsourcing your
sales management team, you can bring in a variety of different personalities and creative minds to increase sales from people across the entire world.”
A: Many sales people that continue with the same company for many years become complacent, but if you are happy with their results and don’t feel they need to grow any faster, then stay happy.
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
Outsource Your Sales Management In the rapidly growing industry of technology, outsourcing has become a common practice for many businesses. Through technology, businesses have come to realize that it is not necessary to have physical bodies in an office from 9:00 a.m. to 5:00 p.m., Monday through Friday. Outsourcing allows for flexibility in a work schedule, making for a more dedicated and hardworking staff who understands that their success means the success of the company—it's a two-way benefit. When outsourcing your sales management team, you can bring in a variety of different personalities and creative minds to increase sales from
people across the entire world. Outsourcing imposes you no limits as to where you can take the potential of your business' success. You can hire the best in management in order to ensure better opportunities in increasing the sales of your products or services. Those who are unfamiliar with outsourcing their sales management might have some misgivings, such as wondering whether the right person was hired, whether the person will perform sales management duties responsibly, whether deadlines will be met, whether they will be able to encourage sales team, or whether the individual will be people and customeroriented. There is a lot of trust that goes into outsourcing your
sales management team, so it is recommended that references or samples of their work be provided for extra security. The bottom line is that a business is taking the leap to outsource sales management people in order to bring in more revenue, as well as make its name known to a wider range of customers. These sales management people must be reliable, and a business will be able to see that right away. If a business is unable to get in touch with the outsourced person and assignments are late, these are red flags as to why that person may not be the right fit to work in an independent environment.
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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 60+ 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
Executive Sales Leadership Workshop II Potential Sales & Consulting Group announces the Second in Series of Sales Leadership Workshops for Executives and business owners.
proach to give you practical take-away tips that can be applied to your business immediately.
'Handling Objections and Creating Surgical Strike Questions'.
You will also learn: sales team as an expert within 60 seconds.
When: Thursday, November 16, 2016
(B2B Networking 30 minutes prior to each session.) The action packed event conducted by serial entrepreneur, Victor Arocho, will be conducted as a workshop allowing an interactive 'hands-on' ap-
Teach your team not to show up and throw up
8:00 a.m. - 10:00 a.m. or 6:00 p.m. - 8:00 p.m.
How to resonate your
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?
Contact PSCG for registration and cost of workshop. Where: Gallery of Amazing Things 481 South Federal Highway Dania Beach, FL
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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, wife, kids, me, etc., it’s about results, not time.
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