Recruiting for a sales rep? Good luck!

Recruiting a sales rep handshake

Your business is recruiting for a sales rep because you are expanding your sales force or you have lost a sales rep recently.

When it comes to recruiting for a sales rep, the truth is, it is one of the most difficult tasks for sales managers.

The reason for this is the time is so short to get to know the candidate and very often, despite your best effort, there are so many factors at play, when choosing the right one.

This brings me to the crux of this newsletter. What are some of the things that we need to consider when we are recruiting for a sales rep?

This is also an opportunity for people who are considering a sales role, to understand what they need to think about before jumping in. I guess that you can see this as a piece of insider information.

Please note that these are just my experience and observation throughout my sales management career when it comes to recruiting for a sales rep. It is not to suggest what is right or wrong.

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Minimalism in sales

Accessing all your files using OneDrive on iPad and iPhone will improve sales efficiency based on the minimalism principles

How did Minimalism began for me?

The founders of the Minimalists, Joshua Milburn, and Ryan Nicodemus summarised it perfectly. “Minimalism is a tool that can assist you in finding freedom.” It is through the practice of minimalism that has helped me find the efficiency within my sales process.

As for me, I practiced minimalism a long time ago. It all started when I sold and removed all the pieces of furniture from my home more than 20 years ago prior to moving to Sydney for a career change. I was still living there for a couple of weeks. During this time, I noticed the additional space I had. So much so that it echoed when I spoke. One of the funniest memories is when my best friend came for dinner and he was shocked. “Were you robbed recently?” he asked.

Fast forwarding my life, I continued the minimalism practice until now in my new company, Awake By Five AM. The reason for this is because I enjoy the benefits minimalism offers throughout my sales and sales management career.

Is it quite ironic isn’t it? Combining the words “sales” and “minimalism” in the same sentence. The context that I will be focussing on is how I used minimalism principles to simplify the sales process using technologies.

Please note: I will be discussing the exact tools that I used to achieve my goals. There is no reason why you can’t use alternative tools to achieve the same result.

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How to build a successful sales team? (Part 3- Operation)

Sales operation is important in sales management

Sales management and operation

A big part of sales management strategies is the management of the business’s sales operation. Sales operation is critical when building a successful team.

Sales operation is a set of business processes and activities to support the sales team and everyone in the business. It is mostly the administrative side that the sales manager needs to look after.

Some way view this as the boring side of sales management. However, without establishing this foundation, it is very difficult to build a successful sales team.

I would like to remind everyone that I am sharing my sales management experience that has enabled me to build successful sales teams. I appreciate that every sales manager do this differently.

The list of sales operation discussed

  1. Document the sales operation clearly
  2. Recruit by looking at the now and future
  3. Train to establish independence
    3.1. Induction
    3.2. Onboarding
    3.3. Product training
    3.4. Sales training
  4. Establish an effective sales process
  5. Customer Relationship Management system
  6. Targeted marketing using the CRM
  7. White papers and application notes to build credentials
  8. Return on investment in conference and trade displays
  9. Reporting on what matters
  10. Territory plan designs need to be revamped completely
  11. Forecasting using the CRM
  12. Use incentive to drive behavior
  13. Cloud technology means portability
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How to build a successful sales team? (Part 2- Rules)

Establishing sales process rules will help to build a successful sales team

The foundation of sales management begins in the sales process and operations rules.
The Sales manager’s ultimate goal is to build a successful sales team. It is a team that is confident, independent and motivated.

There are many ways you can achieve this. As I mentioned, I am sharing my own experience and strategies that had worked for me. It is by all means not the only way.

In this article, we explore how to create the foundation of a successful sales team by establishing a good sales process and operation. We begin our journey by understanding why rules are important.

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How to build a successful sales team? (Part 1- The Why)

A sales manager needs to be willing to serve

A sales rep climbing the corporate ladder to become a sales manager in order to build a successful sales team

To build a successful sales team, a sales manager needs to accept that the role is about servanthood that rewards and punishes you at the same time.

Sales management is not glamorous. It tests the limit of your imagination, patience, and sanity.

There is no intent to put you off doing this role. I enjoy this role because it is very rewarding. My sales management experience has been a huge learning curve and the lessons I learned was worth it.

I openly share these hard lessons of my own journey to become a successful sales manager. My honesty can be confronting. You are here to learn. It is pointless to “cotton wool” these experiences.

In the next few weeks, I will share a series of articles that discusses the areas a sales manager need to consider in order to build a successful sales team.

In Part 1, we focus on the reason, pain, joy, and reality a sales manager faces in order to build a successful sales team.

Let’s begin this journey by asking the most important question:

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