How to keep your sales production high and your sales people happy

Hiring great sales people is challenging; we have a solution.

  • Identify what is keeping your great producer(s) from producing new business
  • Write up all those things (distractions) in a job description
  • Seek, instead, to hire an excellent service person to help manage his/her accounts
  • Free up your high-talent sales people to seek out and earn new business

Transcript of this video included:

Finding a new salesperson who constantly brings in new business is like searching for a needle in a haystack.

Don’t you wish you could just “rehire” your most successful salesperson instead? Well, you can.

See, when she first started, she had plenty of time for prospecting, making sales presentations, and closing deals. It was exciting!

But now she’s forced to spend 90% of her time on service—and only 10% on selling.

The solution? Hire her “service replacement”. Here’s how it’s done:

  1. Start tracking all of her daily activities.
  2. Take note of anything that keeps her from prospecting or selling.
  3. Write these into a new job description for her “service replacement”.

This will still be a high level new hire—but it’s faster and easier, and creates predictable success. Best of all, your proven talent will now be free to go out and close deals again. And that’s a good ROI!


Photo by william87