I have a confession to make. I truly love my job. Helping small business owners is my passion, and I can’t wait to get to work each morning. And I know I’m not the only one who feels this way. As an entrepreneur, you’re probably just as fired up about what you do.
The problem comes when you try to instill that passion into your team, especially your salespeople. Because if anyone needs to bring it day after day, it’s the sales team—or else no one has a job.
There are lots of actions you can take, like offering great incentives and compensation packages, an awesome place to work and plenty of motivation. But no matter what you do, you can’t MAKE someone into a winner who doesn’t have it inside them. My grandfather, who was a small business owner for many years, used to say, “It’s like trying to make an eagle out of a buzzard. They’re just two different animals. Buzzards eat dead things and eagles soar.”
So how do you spot potential sales superstars? Here’s what I do to ensure I have the right people on my team.
Take plenty of time. Our hiring process is a long, involved one. Most of our candidates are interviewed multiple times, including one interview with their spouse. It can take months. No matter how much we need someone, no one joins our team unless they are the perfect fit for the job. We’re willing to wait.
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