Employ additional sales managers when the business demands it.

Companies developing their talent pipeline are gaining momentum and are poised to come out on top. Will you be ready?

Improve Your Job Ads... Attract Better Sales Candidates

Many (if not most) sales hires fail because of a lack of clear focus on the part of management. Since you (management) are unclear about exactly what you expect out of a salesperson, your communication in the interview process leaves a lot of details unresolved. The recruit substitutes his own set of expectations and develops his own assumptions.

Avoid The 80/20 Trap

Most everyone has heard of, or experienced the 80/20 rule – 80% of the sales come from 20% of the salespeople. For businesses with 5 or more salespeople, it is very common to discover that the top producer generates 3 or 4 times the production of the bottom producer, and it’s pretty obvious that it would be desirable to have more top producers! For businesses with only 1 or 2 salespeople, it’s even more critical that these positions be filled with top producers.

The Skill-Set of The Ideal Sales Manager's

Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.

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