Unfortunately, too many people active in hiring a sales position fail to understand or respect the sales process. And too many candidates have skated through their prior jobs, trying to game the process or circumvent one or more of the steps necessary to ensure success. You want a candidate with a holistic perspective, which is essential for more efficiency, greater close rates, and higher company revenues.
So how does a small to medium-sized company make the right hire? How do they ensure the person they consider for a sales role is a rainmaker, someone with this level of process knowledge and not just experience?
KM Consulting has a battery of assessments to identify a candidate’s understanding of the entire sales process and knowledge of it. Our process allows us to ask the right questions to identify knowledge gaps that a resume won’t illuminate. And our assessment results provide a coaching roadmap to help guide and improve the skills of any new hire.
What do Joe Torre, Sparky Anderson, and Tony La Russa have in common with you?
The best major league teams have managers who are crucial to the performance and success of the team. They are responsible for assembling the team, signing players to contracts, day-to-day, and on-field operations, reviewing the roster’s talent (and often the health), creating the game lineup and providing post-game performance analysis for each player. They wear a lot of hats.
Does this sound familiar? It should.
Too often, we meet companies that have hired someone to fill a sales role and expect them to be a “fire and forget” missile. But to flourish as a salesperson and to significantly impact revenue, salespeople require goal setting, identifying KPIs, and, most importantly, accountability.
There are many important metrics used in evaluating the performance of a salesperson or a sales organization. Close rates, conversion rates, sales cycle lengths, average deal size, average profit margin, and average reoccurring revenue are a few. And these metrics can’t sit in a computer file until year’s end for evaluation. A good sales organization constantly evaluates performance, tweaks the processes, lessons learned and shared, and opportunities exploited. Unfortunately, the business owner is often very busy, and this responsibility is pushed to the side. After all, sales are still occurring.
Accountability can only occur with a routine evaluation process and supervision. Too many company-paid lunches? Few to no meetings on the calendar? Is the company not achieving the expected revenue growth? KM Consulting can help coach the owner to become an effective and proficient sales manager. Some companies retain us to provide the role of sales manager, especially where the owner or manager doesn’t enjoy “playing the bad guy” when oversight or discipline is needed. Outsourcing to a consultant on a part-time basis is often the right approach.
That part where the other team is trying to get you “out” or deny you that base at every step.
Corporations and businesses have secret weapons in the form of gatekeepers. In addition to their primary organizational duties, secretaries, administrative assistants, and front desk clerks are tasked with protecting the boss’s time. They are terrific and keep cold calling salespeople at bay, pretending they are interested in what the salesperson is pitching and promising whatever it takes to end that call.
A great salesperson understands this, perhaps even can relate to it. It’s a demanding job, but so is getting an appointment with the actual decision-maker. Furthermore, they understand how to navigate the gatekeeping process with creative approaches to lubricate that path while identifying a safe, unintrusive way around it. But how do you know your sales candidates possess this perspective?
KM Consulting can test for that.
When confronted with the responsibility of researching companies that might be considered low-hanging fruit, what tools or insights might improve the salesperson’s batting average of getting the appointment with the decision-maker?
KM Consulting can test for that.
Have you ever known a salesperson who could generate many appointments but enjoyed few closes? This individual might be great at research and excel in product or service presentation, and their follow-up to answers to questions might be superb. You’d probably want to avoid such a hire or understand how to recognize the barrier to success and train beyond it.
KM Consulting can test for that and can coach a path to success.