I want to work in sales!

I want to work in sales!

I want a new sales rep!

But, think, what do you really want?

Do you want an account manager who will nurture & grow accounts, increase spend and avo, make the customers love your company so that they never take a call from the competition?

Or are you after a hunter? A tenacious machine who starts with nothing, prospects like a trojan to create opportunities & convert them into the dollar? Someone who is then happy to hand over new customers to the account management team to be nurtured and grown? Such people are rare but worth finding and hanging on to.

Or maybe a mix, offering a few existing accounts and a new patch as a hunting ground?

Many people who work in sales, have the title but never prospect, are they really sales people?

Or are customer service personnel, who surpass client expectation and see increases in avo and spend, are they really the sales people?

In a world where the need for tenacious prospectors is evident, be clear about asking for exactly what you want. To set someone on in a new sales role and send them to a new patch with no clients will lead to high staff turnover, a waste of a recruitment process & a missed opportunity - if their skills are account management.

Understand what you really want, then go & get it!

#sales