Tag Archives: Struggling

How Do You Accelerate the Progress of a New Sales Person? Four Pieces of Advice

Situation: A CEO recently hired a new sales person. To date, this individual has signed some good customers, but is struggling to generated sales. How patient should the CEO be with this person? How much time should be allowed to demonstrate performance? What metrics do others use to assess and incentivize sales performance?
Advice from the CEOs:
• Set 90 day targets that you expect for the individual to reach: X new accounts, Y in sales revenue, other measures as appropriate to your business. Set these targets WITH the individual, not FOR them so that the individual has ownership of the targets. Monitor the individual’s progress frequently. If the trend is below the target, ask what the individual plans to do to meet or exceed the target. Targets are best set at the time of hiring. If the individual cannot approach these numbers then it’s better to cut sooner rather than later.
• How do you differentiate the sales person from the sales talker? Set firm targets and expect to see results quickly.
• The traits that correlate with success are not traits that that salespeople develop after they are hired. They have to demonstrate these from the beginning. The hiring process must select for these traits.
• There are a number of companies that offering tool that will help identify whether candidates for a sales position possess the traits that your company deems most important. Among these is TTI – Target Training International – www.ttisi.com and Sandler Sales – www.sandler.com.

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How Do You Supervise Without Being Bossy? Six Points

Situation: A CEO has received feedback “through the grapevine” that some of his employees consider him to be bossy. This isn’t the image that he wants to cultivate. Instead he aspires to be a collaborative CEO who is approachable by employees. Have others encountered this situation and If so, what have they done? How do you supervise without being bossy?

Advice from the CEOs:

  • When you hold morning update meetings keep them short and to the point.
    • Review updates on an exception basis. Go down the list and ask whether there are any challenges that need to be addressed to assure that deadlines are met. If on track, then no need to discuss, unless an individual anticipates a challenge coming up.
    • Don’t try to solve specific issues during the meeting – this wastes the time of those not involved in the issue. Schedule follow-ups to address challenges or just continue the meeting with a couple of people who have issues and who can assist each other in developing solutions.
  • Do 1-on-1 checks at end of day, as necessary.
  • Manage by walking around. When visiting specific employees ask: How are you doing?
    • If they are struggling, ask about the problem. Listen and perhaps suggest the next step. Take care to watch any body language for signs of discomfort that suggests that the individual is struggling.
  • When planning a project set milestones and timelines for each project.
  • When following up, ask how the individual is doing on their segment of the project and whether they have the resources that they need – including time and knowledge.
  • Have employees build the schedule for the project – assuring that their timeline meets the company’s delivery schedule. Ask for commitment to meet the timeline and hold them accountable for meeting it.

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