"Resident Sales Pro" (continued)

Who is your Resident Sales Pro?

This is a big question.  If you have a tiny company and can’t afford one, the “Resident Sales Pro” had better be you.  If it’s not you or can’t be you, you better get one.

You’d think that when you pay salespeople straight commission that they will do anything in their power to make sales.  That’s not how it works.  People don’t want to get out of their comfort zone.  They have made up their minds that “this is how I do it because…because…because.”  And more often than not, these belief systems are different for each salesperson on your team.  Somebody’s wrong, and likely they all are with respect to the very best way to sell what you have to offer.

But somebody has got to have it right on your leadership team.  Somebody who doesn’t just think they are right, but can go out and demonstrate with NUMBERS that the method selected IS right.  Somebody who has the power to implement and shape the human resources in the company around the sales system that gets the best results.  Someone who doesn’t have three other jobs.

You can’t leave your future to employees who each do things their own way.  Sure they use their own personality and style, but technique, system and discipline erode unless supported from someone who has a principled, structured process and doesn’t deviate from it.

Who is your “Resident Sales Pro”?