Our aim with this article is to provide you with a glimpse of the process we follow so you can also build the sales team you need. We'll cover a few questions you may have, as well as the process you need to follow to ensure a good team.
April 2, 2022
If so, don’t worry. You are NOT alone.
It’s something many of our clients struggle with.
Part of this comes down to time (you simply don’t have enough of it).
Yet much of it comes down to having access to the “right” information.
After reading this article, you will…
1. How Do I Hire Top Sales Talent
2. How Do You Find Sales Teams
3. How Do You Hire The Best Sales Team
3. 1: Identify The Sales Role(s)
3. 2: Build For The Long Term
3. 3: Align Different Sales Roles
3. 4: Get Clear on Expectations
3. 5: Create a World-Class Onboarding Process
3. 6: Compensate!!!
4. Top Sales Teams to Hire—The Conclusions
Here at The Sales Connection, this is what we do: we search for top sales teams to hire, build them, onboard them, and set them up for success.
In almost any industry you can imagine, we have firsthand experience: knowing what to do and when.
Our aim with this article is to provide you with a glimpse of the process we follow so you too can build the sales team you need. But first, let’s cover a few questions you may have on your mind…
Hiring a new salesperson is easy.
Hiring a talented salesperson is another thing.
As is setting them up for success!
In terms of giving your salespeople the tools and platform they need, that’s what this article is for.
As for hiring the “right” salespeople, that comes down to what you and your team needs.
Not all salespeople fill the same role, after all.
So be sure to read and study these different guides:
All this may lead you to wonder WHERE you need to look for these different roles.
Don’t worry, we have you covered with this guide: Where To Hire a Sales Team
Knowing where to look is half the battle. So make sure you study this in full.
Once you have, you’re ready for this simple yet effective process…
Before we go further, it’s important to note that each sales team differs.
What you need… the roles you need to fill… the culture you’re building… they’re unique to you.
Keep this in mind as you work through the rest of this article.
The whole purpose is to help you hone in on what you need.
To begin with, you need to appreciate what you’re looking for. Not all sales roles are the same, so take time now to define exactly what you’re looking for.
There are two parts to this:
The last thing you need is a team full of closers all with the same approach and style. Every good sales team needs a mixture: of both roles and personalities. Yet this doesn't just happen. It’s on you to define what you need before you search for it.
In the same way you build a customer avatar, you need to do the same with your team members. Appreciate who they are and what they bring to the table.
Not just so they fit in today, but so they can be part of tomorrow…
As I’m sure you know, hiring a sales team can be a costly exercise.
It’s suggested the annual turnover of Salespeople in the U.S. runs as high as 27%.
Hiring… training… onboarding… It takes time (and money).
So the last thing you want is someone to only stick around for a short period of time.
Great sales teams are built to last. But once more, this does not just happen.
You need to keep this top of mind: where you need to be now, but also in 1-3 years’ time.
In short, don’t rush this process. Take your time.
You don’t build a sales team for the short term. You build one to help you thrive into the future!!
We see this problem all the time…
A sales team full of talented closers all doing the same thing.
Look… Closers aren’t the be-all-and-end-all!
They’re important, sure.
But they only play a single role in the process.
There’s A LOT more to consider!
We dive into this in a few other articles, like this one that compares Sales Reps to Sales Professionals, and what it takes to build a Virtual Sales Team vs an Inbound Sales Team.
It’s important to appreciate what your business needs. Don’t follow someone else’s blueprint.
Filling the right roles is always the most important part of building a top-class sales team.
When you commit to hiring a high-performing sales team, you make a commitment to lead from the front.
As such, it’s important to:
Set clear expectations, both in the short and long term. Again, building a sales team isn’t a quick fix. The last thing you want is to have to re-hire a bunch of salespeople because the initial group fell short. Take the time to hire the right people now. This starts with you clearly laying out what’s expected of them.
This one is a big one… because your role as a leader is to set your team up for success.
Yet we see so many sales managers fall short here.
Why? Because they don’t take the time to onboard their new team members.
In the early days, you need to shadow them. You need to train them and set them up with mentors. You need to provide clear systems and processes. In short, you need to give them the tools they need.
This is on you as a leader.
A new hire can only do so much.
The better your onboarding process is, the better your team thrives—now and in the future!
This final step may sound obvious, but many sales managers think they can hire a great team on a tiny budget. Don’t get me wrong, some sales roles are cheaper than others. But you get what you pay for.
If you’re in search of top sales teams to hire, you need to pay those you find.
Great talent comes at a cost. They’re in demand. In fact, they likely already have a job!
If you want them, you need to competitively compensate them.
Not just with financial rewards, either. But other incentives that entice them to choose your team over the other offers they no doubt receive week in, week out!
In short… this is how you find top sales teams to hire—and this is how you set them up for success. I hope this article has opened your eyes and inspired you to step up to build a world-class team.
Great talent is out there. And there’s further good news because most companies set the bar low.
This is a huge opportunity for you. So don’t stop at this article…
Dive deeper and study these other relevant guides, too:
And, if after reading this, you realize you don’t have the time to execute these steps—at least, not as well as you’d like to—know that we can help at The Sales Connection.
This is what we do… it’s the mission we’re on and the problem we solve!
If you’d like to join them and become our next big success story, Apply To Partner with US NOW!!
Kayvon has over two decades of experience working with high-level closers and perfecting his sales methodologies. He has earned the title of Canada’s #1 pharmaceutical sales representative and continues to share his expertise as a keynote speaker and through his multi-million-dollar coaching program.