Bad Salespeople. How to Resolve?

[eternalsunshine]

I own a service-oriented company, and I can't seem to find good salespeople at all.

It's not just the salespeople, I suppose, even the clerks I'm unsatisfied with. It's probably just my lack of management skills. My salespeople are incapable of delivering the way I want them to. I don't know what else to do. I almost despise their interactions with our clients. :T

[ChadFraz]

You are going to have to provide more information in your explanation. What do they do that you despise? I could possibly give you some advice. I am currently building a salesforce for an online service company for the rental industry.

[Skipper]

In my experience with salespeople, when the attitude as a whole stinks, there is often one or two "ringleaders" that cause the majority of the issues. Sounds like the staff as a whole is not taking your lead or preforming basic tasks (customer interaction) to your requirements. Find the 1,2, or 3 problem people and either step on them hard or get rid of them. You'll not only remove a problem but also put a fire under the rest as well. Not sure if this applies but I've seen it change the entire attitude of an organization after just two "bad apples" were given the boot. Best of luck!

[chrispalko]

In my eyes, obviously these people don't cherish their job as much as they should in this economy. You have the upper hand, let them know they need to perform or will be replaced. (Assuming you have a payment structure that entices them to make as many sales as possible)

If they continue to not perform, put out some ads for new job applicants, you will get a TON...and a TON that actually understand how important their job is to them.

Good luck.

Oh, and on your "management skills"...hire a sales manager. That's the only thing that comes to my mind. You can't do everything yourself, you know.

[GSD]

Enternalsunshine, it sounds like you need a break.

I JUST posted Secrets on Managing People. Check it out. I hope that helps.

The problem may be them or a few of them, it may be you, it may be the system.

All that said, you need to clear your head before you can solve this problem.

I believe it was Einstein who said you can't solve a problem by using the same kind of thinking you used when you created/found them.
(yeah, but what did he know...

Good luck,

Sam Goodman
Me-2-B.com
People you can count on

[rogercbryan]

I think you missed the most important part of your post. You said "your lack of management experience". I'm sure you are aware that 80% of the problems your staff is having are your fault (Pareto principle - I think Deming was the first to use it in this scenario). I would say your best bet is to hire a good manager and then restructure everything around them. Bad management (or lack of) can kill a company quickly.

[whiteboysokrazy]

Sales people are born with the gift to just make it work. I have worked in sales and customer service, I know that if a sales person believes in something they will make you believe in it. Make sure that they are fully trained. When you hire them make sure they are good at feeling out a situation so that they can adapt to the situation this works if someone is frustrated or happy so they make the customer feel comfortable. If your company has a lot of repeat business then you need to have nice sales associates. If it is not a repeat business then get hard sales people and make them sell as much as they can however they can.

[TheBigIdea]

get a person who really shares your passion and can help sell plus motivate ppl

[discountedclothing]

Screen and train your people. That's very simple.

[Jordanyu74]

yea i think its directly related to the love or hate the have for the job.. Don't hire people that just need the job for money... bc they dont give a sh*t about your establishment. Find someone with an enthusiasm for what your trying to do.

[rogercbryan]

Originally Posted by discountedclothing

Screen and train your people. That's very simple.

If only it were that simple

[EBITDA]

If you don't already, you need to have weekly sales meetings in which you provide some type of actionable sales training; celebrations of positive sales activities; presentation of goals and objectives.

Try having a "score board" in a visible place that tracks everyone's progress. Egos will kick in as nobody wants to be in plast place (and if some one is ok with being last - fire them).

Manage them to success, meaning, find out what motivates them. It's not money, per se, but what money can do for them. Find that out and use it to motivate them.

If you have a good sales person, or you are a good sales person, think about administering a personality test and then only hire those that have similar personalities.

Nick
TransCapital Pro

[Gene]

Maybe a good approach would be to expect more and out of them (which you obviously do) and tell them that. That way they have something to live up to, rather than bad expectations to live down to.

[muzamilsa]

motivation and caring for the employees will make them stick to their jobs give some attention on this

[Og Content]

Originally Posted by rogercbryan

You said "your lack of management experience"...

I would say your best bet is to hire a good manager and then restructure everything around them.

This is perfect advice that you would be wise to take. All businessmen have weaknesses, the successful ones know their weakness and hire people that are strong in those areas. If you don't have management experience, hire someone who does and move on to the things you do well.