Open Book Selling Helps You Create High Performance Sales Athletes

ANN ARBOR, Mich. - June 12, 2023 - PRLog -- We all want top performers in our sales environment, right? It starts with a successful hire, someone who has the right ingredients, talent and/or potential.

In order to hire the right person, we have to know what we're looking for and be able to define our needs before we hire talent. Let's say we're looking for someone to manage customer accounts and create opportunities to grow customer accounts. This is hugely different than a position where we're looking to add new business, grow a territory, break into a new market, or something else. This all has to be in place before we advertise that a candidate is wanted for a specific position and that interested parties should apply.

Below is a list that may help with acquiring top candidates and growing them into sales athletes:

1. Know what you're looking for, what the position is and the KPIs it must impact once a successful hire is made
2. Predetermine the characteristics that a suitable candidate must possess
3. Create or revise an up-to-date job description
4. Determine your compensation plan
5. Have a territory and/or 'book of business' plan

Examine this list and note the items you are well-prepared for and those that you are less than well-prepared for. It's not a disaster to make changes – even with an existing team or salesperson. Make the adjustments, announce them early, and declare that we'll climb into this change together.

The items above will help you set the stage for a successful hire and creating a solid sales athlete. If you think about these items in the context of a sports athlete, it will help you come to a clear understanding of why they are crucial for a successful sales focused organization with top notch sales performers.

Read more: https://www.openbookselling.com/sales-leadership-creating...

About Open Book Selling: As business and sales coaches in Southeast Michigan, we've helped many local businesses get their sales efforts on track. If you're not happy with your organization's sales results, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI's you're using. So don't wait - proactively evaluating your entire sales function will lead to better results. Are you ready to begin your journey? Contact us today!