Before You Fire Your Sales Person (do this…)

Business owners… Sales leaders… here’s the situation…

-Ancient Times-
You have a vision, you recruit some soldiers for a war.
They are motivated by your passion and desire.
You say… let’s go and win me this war!!!

-Modern Times-
You have a vision, you recruit some sales people for business growth.
They are motivated by your passion and desire.
You say… let’s go and win me some sales!!!

But here’s the problem…

After a while, this sales person doesn’t seem to work out, he doesn’t perform, she couldn’t get the sale in.
In words of The Apprentice (right now the Celebrity Apprentice), Donald Trump would say – “You’re Fired!”

As a sales leader, before you fire anymore reps, ask yourself these questions:

  • Have I in the first place hired the right person for the job?
  • Have I provided them proper product knowledge training?
  • Have I provided them proper sales training? Like…
    – How to set appointments or prospect.
    – How to prioritize their daily tasks.
    – How to set accomplish goals.
    – How to build and maintain rapport.
    – How to ask thought provoking questions.
    – How to present hypnotically.
    – How to tackle objections.
    – How to negotiate a better deal.
    – How to close the sale.
    – How to build relationships.
  • Have I given them enough time to learn the business?
  • Have I motivated them consistently and persistently to perform?
  • Have I ensured my sales reps are doing their sales activities?
  • Have I taught my reps how to articulate our company’s value and unique selling proposition?
  • Have I provided the sales team with a proven sales methodology or process or system to ensure a sure win sale?

Last question I think is… Have I effectively done my job as a sales leader?

Sales Ninja Grandmaster

Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their sales people into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation and leadership trainings, visit our website.

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