A “cheaper” list or less costly employee will always exist. The phone directory or business white pages contain free business listings and some people will “work for food.” But who and what do you want to represent you and your firm and to be responsible for new business development?

 

Some managers insist that the key to new business development is to only hire “experienced” sales people. How do you make certain that your candidate’s experience will be both transferable and successful in your environment? Oftentimes sales success in the 90’s was the result of merely taking orders or picking up the phone. Often, a new hire begins with a “bang” and then whimpers along after they’ve sold to their previous contacts.  

Because you employ one or two sales stars, the person with amazing natural ability like the Mozart or Tiger Woods of sales; don’t expect to build an entire team of stars.   Most sales skills can be learned with the right tools, process and coaching. A team of steady producers generally outperforms the sales star and helps you reach and maintain your sales goals. If you’re lucky enough to employ a star, great! Simply get out of her way. For the rest of your sales force, use the best tools and the best practices