1. Clear communication. Use the KISS (Keep It Short and Simple) method – it does not have to be complicated to outline exactly what is expected of them daily, weekly, monthly and quarterly.
2. Motivate your current sales team with incentives, rewards and, most importantly, acknowledgements of a job well done. Dissatisfied sales professionals often lament the fact that their achievements are not noticed nor seem to matter.
3. Praise in public, criticize in private.
4. Promote from within. Nothing motivates current sales team members more than knowing they, too, can be promoted when they prove themselves worthy.
5. Be accessible. Having a manager actually listen and be available may make the difference to that sales rep as to whether they close or lose the sale.
6. Assign mentors to new hires. A seasoned sales rep can help the new hire avoid the rookie mistakes and accelerate his/her ramp-up time.
7. Offer training consistently throughout the year to your sales team. Always keep sharpening the saw.
8. Have a book of the month that all read and discuss. Hundreds of excellent books exist that relate to selling and business success.
9. Build your bench. If you see top talent from your competitors in the field, begin a relationship with them so you can contact them when you have an opening. It’s not IF you will have an opening – it’s when. People get promoted, move, quit or are fired.
10. Continue your relationship with your external recruiter. When all internal efforts are exhausted, or you need professional help hiring top talent, you’ll have an ally ready to go to work for you.
— Copyright – Cindy Hazen