Before recruiting… optimize your sales.
Rodolphe Meynier, MBA, CSL, Adm. A.
Be aware that your salespeople’s performance may be compromised if they spend too much time with low-paying customers, if they perform tasks other than those related to sales, if their schedule is not optimized according to the potential of the territory and the customers, and finally, if they conduct meetings that are more or less effective. If you do the math, you’ll see that your salespeople are losing no less than one day a week!
To ensure the growth of a company, it is essential to recover this loss of earnings. Not by increasing the number of salespeople in the field, but rather by improving sales management processes. As we have seen in a previous article, the sales manager plays a crucial role in the implementation of such a process. If he makes sure that the actions are well done, that the processes are respected, you can get 15 to 20% of growth per salesperson, if the market allows it. This can be done by increasing the number of meetings with paying customers, by optimizing each meeting and by optimizing the management of its territory.
Celsius’ clients often contact us to recruit new salespeople for them. After discussion, we realize that the solution is not to recruit salespeople, but rather to optimize the work of the current team and their sales management processes. In our experience, we know that a company achieves better results without changing its team if it succeeds in meeting these conditions.
Before you recruit a new salesperson, ask yourself the following question: Are you sure your current team has the structure, knowledge, agility and tools to perform well?
Start by challenging your performance level with the Sales Function Maturity Index diagnostic.