Colleen’s Blog

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible.

The number one question I get from sales leaders: how do I get my sellers to ask for more referrals? Sellers are notoriously bad at asking for referrals in a business to business environment because it makes them sound needy, helpless, or desperate. How do we rectify this fearful mindset?

One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline. I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.

Recently, I've been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible. They got referrals from people that they didn't want to do business with, who weren't a good fit, etc. At that point, they had just given up and thought that referrals don't work.

Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect? It doesn't take a math genius to figure out that many salespeople are missing out on key opportunities to increase their sales and grow their businesses. I understand the intimidation factor, but the truth is in order to achieve and maintain any kind of success in sales, you have to push through the intimidation and ask for referrals anyway. They are such a powerful tool to grow your customer base, and not asking for them often enough is doing a huge disservice to yourself and your business.

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast. Recently, we've been involved in a very large sales reorganization. There are three sales teams, a channel sales team, a field sales team and an inside sales team. It was always assumed that the field sales team was the main revenue engine. After all, they were the ones going out, finding leads and closing business. But, we uncovered something interesting...

Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect? It doesn't take a math genius to figure out that many salespeople are missing out on key opportunities to increase their sales and grow their businesses. How many of these opportunities are slipping through the fingers of your sales team?

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be. Now, there is obviously a mixture of key strengths an ideal salesperson should possess, but one that stands out for me is personal responsibility. A salesperson is simply not prepared to reach their maximum potential until they take responsibility for their wins, losses, and their development as a sales professional. Here are a few questions to discover if this trait exists in your next candidate:

It's simply one of the oldest and biggest problems in sales...how does a salesperson get their calls returned? You've probably encountered this problem before. I don't anticipate this age-old issue becoming any easier in the near future. The truth is, there is no magic key or phrase or intro or any other "quick trick" that will guarantee a returned phone call 100% of the time. Because let's face it, if there was a magic formula...sales would be easy!