3 Powerful Ways to Build an Elite B2B Sales Team (Don't Ignore These)
If you want to waste a ton of opportunity and time, continue hiring the wrong salespeople.
Or doing it all yourself. Hiring the wrong salespeople wastes time and opportunities, leading to poor results and unnecessary training costs. Mistakes pile up, deterring potential and existing customers and disrupts your business's future.
I've hired many inadequate salespeople, preventing my team from reaching $100,000,000.
In the past, I hired people based on a shortsighted view of budgets and cursory interviews, often choosing inexperienced salespeople. This wasn't anybody's fault but mine. It rarely worked, as I lacked the skills to ask the right questions, leading to subpar hires that wasted time and money. Many quickly quit or underperformed, leaving me with no new clients and only regrettable, costly lessons.
Which is why I want to share with you...
To generate results, you must build an exceptional sales team.
Looking back, I would have handled things differently (as I do now). Here's how I'm investing in better sales talent, and you should, too.
Tactic 1: Recruit people with innate talent rather than invest in extensive training.
The key to sales success in B2B businesses lies in selecting individuals with inherent talent, especially those with natural interpersonal skills and ethical standards, rather than depending on extensive training programs. I've learned how futile it can be to train someone who lacks the potential to excel in sales. Qualities like rapport-building, integrity, business acumen, problem-solving, confidence, and communication are essential but nearly impossible to teach. Training can take years, and often, people are born with specific traits that predispose them to excel in sales roles.
Tactic 2: Hire the best possible team at above-market wages to attract high-quality candidates.
Offering competitive compensation facilitates the recruitment and replacement of team members as necessary. This strategy reduces the need for constant motivation and supervision, easing managerial strain. Never under budget for excellent results. Investing in a top-notch salesperson is worth it—they generate results!
Tactic 3: Implement a continuous improvement process by measuring performance and making strategic replacements.
Assess regularly (e.g., quarterly) to identify and dismiss the lowest performers. Each dismissal provides an opportunity to retrain and redirect the remaining team, consistently elevating team standards. Use the salary of the person you dismissed to hire a more qualified salesperson. This process fosters a dynamic environment that attracts top performers and discourages underachievers, elevating the overall team performance.
Start hiring the right salespeople today—it will transform your business.
