Remodelers Advantage Business Summit, Day 1: Chip Doyle, Hiring and developing sales reps

Rob Koci is reporting from the Remodelers Advantage Business Summit in Henderson, Nevada. He’s down there with some 35 Canadian renovators in a contingent of almost 400 renovation professionals.

Here’s his report on one of yesterday’s seminars.

Chip’s session was about “onboarding your sales team.”

If you’ve got a sales team that you are frustrated with or you are looking to build your sales team, Chip Doyle from Sandler Sales Training that says you need to put the word out for a sales person now! In fact, he recommends that you always be recruiting.

Once you have your continuous recruiting system in place, you need to have a good “Onboarding” system, which is a systemitized process new salespeople go through to work for your company.

And what about motivating your new salespersons? Don’t change your compensation package, he says. It never works.

Here’s what you need:

Recruiting

Selecting

Onboarding

Selling

Motivating

Accountability

Forcasting

In this chronology, it’s the beginning that is the most important.

The challenges of new salespeope:

Strong willed. They have a lot more opportunity to make mistakes because they are away from the office a lot. The need to be self-motivated. Their goals are not the same as the company’s. They are emotional.

Salespeople are the face of your company.

The biggest problem: They are not in the office.

The three main selling systems:

1. Prospecting/marketing system

Active and passive systems needed.

2. Qualifying and selling system.

There must be a method that is common to all your sales people. Give your competition all your crappy customers.

3. Progress template

These three items are like driving a car.

ONBOARDING

This is giving your salesperson the opportunity to succeed. Half of sales people fail because they were not given adequate support. It is tough to pay a premium to hire skilled salespeople. Much better to get someone with less skill that you can train.

Onboard document:

Prospect list:

This is the list of people you want your sales guy to call. Sometimes they just don’t know who call! You got to have a list. For you, a list of events, of realtors, of referrals.

Cookbook:

A recipe for success. You show it to a sales person that outlines what the jobs entails. You show it to your prospect before you hire them so they know what they are getting into.

Diagnostic Questions:

Sales Template

Rewards and repercussions

Review Schedule