Why Hiring Sales SuperStars Won't Improve Profitability In Your Company and the #1 Solution that Actually WILL.

Hiring Sales SuperStars is one of the most popular ways and "go to" action step when the CEO wants to increase company's revenue. I would say even more, it's one of the most favorite ways of business owners at the beginning of their journey. (up to about $5 millions) I was also guilty of leveraging this step as the fantastic solution that will FIX IT ALL solution and increase the company success tremendously. Yes, we can definitely accelerate the growth of any company and its revenue by using high-performing talent. Yes, hiring sales superstars is undoubtedly a valuable asset for any company, but relying solely on them won't guarantee improved profits. It's only a myth.?

Let me share some insights and my experience with the consequences of relying too much on this method:

1.?Team Dynamics:?A team of sales superstars will be naturally highly competitive. Yes, we want that because our superstars are naturally born "sales sharks". But those internal rivalries can undermine collaboration. Collaboration and inner support is crucial for the growth of our teams (not only sales teams), because a harmonious team dynamic is essential for sustained success.

2.?One-Trick Ponies:?Sales superstars may excel in specific skills, conditions or with certain products, but they might struggle when faced with new challenges, changes or market shifts. Unfortunately, the ultra confidence, conviction and natural arrogance that is, so helpful with sales results might become a major obstacle during any change or necessary optimization. Diversifying your team's skills is crucial.

3.?Knowledge Transfer:?Superstars often have unique approaches and strategies. They tend to be completely natural in their skills and sales talents. In case you would dream that they will be able to train the rest of the team to catch up with their strategies, unfortunately, it is usually proven unsuccessful. Transferring their knowledge to the rest of the team can be challenging, limiting overall growth and even their own growth, creating overall frustration in return.?

4.?Burnout Risk:?As natural high performing talents, sales superstars often work tirelessly. The pressure they are under (all your hopes and expectations placed in their high performance) will lead to burnout. A burnt-out superstar is counterproductive and may leave your company. Think about the cost of: acquiring, hiring and training the new employees, that was just completely wasted.?

5.?Over-Reliance:?Relying solely on superstars will create a vulnerability in your company as over-depended on them and their naturally growing financial appetite for increased compensation and bonuses. Your company will loose the momentum of growth, and will take financial hit, when they decide to leave, or if their performance dips for any reason.?

6.?Customer Relationships:?Superstars might focus on closing deals quickly, potentially neglecting the necessary follow ups and nurturing of long-term customer relationships, which are essential for sustainable retention, increased revenue and profitability.?

7.?Productivity vs. Profitability:?The superstars can be well versed in closing sales, but they are NOT business owners, nor well versed in PROFITABILITY that is crucial for business growth. So high-performing salespeople may truly drive revenue, but not necessarily profitability, if they negotiate deals that erode margins. Remember, in their minds their goals are to close the deals for you, nothing more.?

8.?Neglected Support Functions:?Overemphasis on closing sales can lead to neglecting other crucial functions like the other aspects of Client's Journey like: customer support, client satisfaction, product development, or quality control, etc., which, in long run, can and will harm your brand's reputation.?

9.?Market Changes:?As we know market conditions can change rapidly. Depending solely on superstars may leave your company unprepared for those constant economical shifts in customer preferences or economic downturns.

10.?Culture Clash:?Last but not least, if you want to create a successful company, you have to create solid team and strong culture of excellence. Superstars might not always align with your company's culture, expectations and team values, potentially causing disruptions or ethical conflicts.

Those are just the few top possible consequences of relying too much on this solution. Being over 17 years in business, creating and scaling multiple companies for myself and my clients, I focused mostly on uncovering top ways of accelerating and increasing: profits, performance and of course sales.?

Let me share with you my Most Important Solution that actually has a proven track of success.?To truly improve profits, it's important to strike a balance. This means: cultivate a well-rounded sales team with a mix of skills and experience levels.?Invest in consistent training and mentoring to develop existing top talent and to hire the right sales talent.?This consistent training will help your company focus on building a company culture that values collaboration, culture of excellence, rewards overall high performance, passion for learning and growth, customer-centricity, and adaptability.?

Profitability isn't just about revenue; it's about sustainable growth, customer satisfaction, and operational efficiency.

Now, let's explore WHY the consistent training of sales teams, including sales superstars, is a cornerstone of driving profits in any company.

According to an article in?Harvard Business Review:?only 10 % of population has what's called "the learning mindset". The other 90 % of the population will not look to improve their skills unless they have to as part of their job requirement.?

Some CEOs and Sales managers view consistent training as "interference" with work to be done. They are happy to provide initial, "on a job" training that should just do the magic. Then they are frustrated with the results and surprised that their industry and competitors are advancing, but their company and team isn't. (Without mandatory continuing education, improving and advancing their skills on consistent basis that is)

Drawing from my experience as a successful CEO, leader and mentor, here's why investing in ongoing training is essential and should be nonnegotiable:

1.?Adaptation to Market Changes:?Markets constantly evolve, and customer preferences and needs shift. Regular training ensures your sales teams stay updated on industry trends, competitors, changing customer needs, and they are able to optimize and adjust keeping their high performance without interruption and regardless of the changes . This adaptability and coachability helps capture new opportunities and navigate challenges effectively.

2.?Skill Enhancement:?Even superstars benefit from skill refinement. Ongoing training highly monitored hones their abilities, refine problem solving abilities, helps them close deals more efficiently, become more relentless, confident in their craft of persuasion and negotiate more effectively, ultimately boosting sales figures. But also will address all the necessary skills that are currently their biggest weakness and blind spots that harming their current results.?

3.?Product Knowledge:?A well-informed sales team can articulate the value proposition of your products or services better. Continuous training keeps them up-to-date with product improvements, enabling them to position offerings more persuasively.

4.?Consistency:?Training ensures that your entire sales team, superstars included, adheres to consistent sales processes and messaging. This consistency builds trust with customers and enhances the overall customer experience. This consistency keeps your company healthy and proactive no matters what crises arises. If we don't train your team, you force everyone to become reactive and this is very limited approach that will limit your profits regardless.?

5.?New Product Launches:?When growing our companies it's necessary to recalibrate, optimize and introduce new products or services. Thorough training equips your sales force to comprehend, market, promote and sell these offerings effectively, brand and position their value proposition accordingly, not only explaining the competitive advantage, but also minimizing the time it takes for them to become profitable.

6.?Customer Relationship Building:?Sales superstars often excel at initial relationship building (that is, until they close the deal), but training can enhance these skills even further: they can become charismatic and make not only great first impression, but what's even more valuable, understand clients top needs during their Clients' Journey in every phase. Stronger customer relationships often lead to repeat business, higher retention, referrals, much lower cost of acquisition and long-term much higher profitability.

7.?Closing High-Value Deals:?All superstars prefer big accounts and often only focus on those, neglecting their pipeline of smaller accounts. Sales superstars may focus on high-value deals, but ongoing training can expand their ability to close such deals while also nurturing smaller accounts, leading to diversified revenue streams. They often risk that their pipeline is empty and then scrabble, acting from reactive mode that lowers their confidence and efficiency, that will result in lower performance.?

8.?Sales Team Morale:?Providing opportunities for skill development through training will boost morale and job satisfaction among your sales team and sales superstars. Happy employees tend to perform better, bring more revenue, keeping higher profitability and stay with the company longer, reducing turnover costs. The team can receive ongoing support and will KNOW what to do in every situation, since its addressed weekly, what removes the dangerous guesswork that is the main reason for failure in sales.?

9.?Competitive Edge:?Well-trained sales teams are better equipped to differentiate your company from competitors. They can articulate eloquently your unique value proposition more effectively, potentially allowing you to charge premium prices. In addition, when clients experience consistent top service, standardized, but also high level client interaction and follow up procedures, your company shows and the leader in your market space, and becomes the only logical choice.?

10.?Measurable Results:?It's important to be data obsessed and know all the smart numbers, predictions and goals at your company. Training programs can be monitored and assessed for effectiveness. You can track (KPIs) key performance indicators to see how training initiatives directly impact your sales team and your company profitability.

In conclusion, consistent training is an investment that pays substantial dividends that will allow you to systematically and efficiently improve, accomplish most of your company's goals. It's not just about improving sales figures; it's about fostering a culture of excellence, continuous improvement that ultimately drives sustained profits, business growth, and job satisfaction among your teams. It's no longer a luxury, but a necessity at every level, no matter how large or how small your company might be.?

Make sure to reach out to me and schedule 15 min consultation to explore how can I assist you and your Sales Team in all of the above and more.?

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What the Executives and Sales Teams express:

"After the roughly six months of working with Asha, my closing ratio has improved between 50-72% over the previous year and our gross profit has increased by upwards of 25%. On a personal level, Asha has helped me improve the way I interact with my clients and allowed me to develop a real rapport with some of my best customers."

"Her new approach I’ve learned during our trainings helped me close my first sale for the company of $200K and opened the door for many more to come in this B2B corporate world."

"Each time I left her training, with so much applicable knowledge and new skill sets, that helped me understand, how to communicate powerfully, influence others, lead confidently through change and build solid business and personal relationships."

"The main reason why she is an exceptional trainer and mentor, is her ability to CAPTIVATE her audience (either in person or virtually), ENGAGE everyone in topics, bring loads of group interaction and enjoyable experience. Each learning experience was fun, memorable and immediately applicable. She excels in her ability to give constructive feedback on the spot, while facilitating our group interactions. She asked hard questions, challenged our assumptions, and asked us to be more honest with ourselves, so we can achieve the results we really want."

"The impact is real and measurable:

? Our company's communication pipeline has seen a stark 100% improvement, invigorating the dialogue between our teams and clients.

? Employee productivity has surged by 75%, a testament to the power of effective communication.

? An atmosphere encouraging ownership has led to a 100% increase in responsibility and accountability."

Warmest regards,

Asha Mankowska, MA, JD

Asha Mankowska, MA, Esq.?Executive, High Performance, Leadership Coach & Branding Expert, Best-Selling Author, an International Harvard Speaker, Recognized by FORBES MAGAZINE as one of the Top Business & Career Coaches in America. Previous attorney & negotiator for 11 years, with MA in Journalism & PR, now Keynote Speaker at Medical and Business World Summits.?

My clients increase their Profits, Performance & Sales. As consultant, coach, mentor & trainer for 17 years for 7 & 8 Figure companies & businesses my expertise includes, but is not limited to:

Leadership & Business Development

Performance Management?

Learning & Development

Training & Facilitation of Team Building?

Executive Coaching & Development?

Global Human Resources

Culture Change

Talent Acquisition & Management

Organizational Development

Branding & Expert Positioning?

Public Speaking?

Sales?

Marketing?

Stress management & wellness in conjunction with Neuroscience & NeuroLeadership

Employee Engagement, Efficiency & Retention

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