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.

Do you ever feel as though you're not doing quite enough for your clients? You've delivered everything that you promised to deliver, and the client seems to be happy with the services and products you have provided them. Still, you just can't shake this feeling that not enough is being offered to them by you and your team.

Want more sales? Of course you do. When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.

This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader's work, you'll find a plethora of great strategies, practices, and ideas that you can apply in your business. Yet, one idea, in particular, seems to always get neglected.

It is common for me to get questions like, "How do I get my sellers to reach their sales goals?" Here's my answer.

Sales lessons are all around us. Often, I keep a keen eye out for new experiences, for the very purpose of sharing what I learned with you! Here are some of the thoughts I'm having right now which could benefit you:

It goes without saying, but sales can be one of the most stressful professions out there, period. Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list goes on. There can, as a result, be a natural tendency for sales professionals to "oversell" in an attempt to close more deals and hit their targets.

Did you just do a double take? Don't close sales...isn't that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.

Sales leaders ask me all the time about how to make their sales team take accountability, or hold them accountable, for the set goals. I have to remind them that it's very hard for anyone to want to be accountable for someone else's goals.