In my post from last week I indicated
that not all sales people are created equal and more importantly they should
not be. So then why do so many sales managers try to hire based on a “model”?
There are many Fortune 500 organizations
throughout the world who hire the same type of person over and over again. They
believe they have a formula for their own success, and in some cases, maybe
they do. However, many of these same organizations have a rather high turnover
rate once a sales person reaches the 5 year mark. Employee retention is less of
a concern within these companies and I believe it is because they hire the same
(type of) person again and again.
For smaller companies taking the same
approach could spell disaster. Not everyone is created equal and in the world
of sales I sure hope they are not. I have found over the years that the best
sales teams are comprised of a group of individuals, each with differing
backgrounds, different likes and dislikes, different political or religious
interests, different sexual orientations, differences from one person to the
next, all blended together to create a team.
During a recent gathering of ‘A’ level
sales managers I introduced this topic to gauge reactions and I was very
pleasantly surprised. In a group of ten, only one person disagreed with the
opinion I shared in the previous paragraph. The other nine were excited to hear
one another were in agreement. What transpired, however, surprised me yet was
refreshing. Rather than a simple nodding of the head in mutual agreement and
moving on, the conversation consumed the evening.
My message again this week is for the
sales or sales hiring managers out there: go for diversity, do not hire clones
of you or each other, and celebrate the variety that makes up your sales team.
Encourage each sales person to use their uniqueness to advance the company
sales efforts, and most importantly, teach your sales team how to flip leads to
each other based on their individual talents. Again, an increase in revenue and
ROI is sure to come.