What Skill Would You Choose to Focus on?
I was talking to one of my clients the other day about hiring new staff. He’s the CEO of mid-size company that has doubled its profits over the past 18 months and I’ve been training his sales team for about 21 months. He made the half-joking comment,
“You know, Chandell, I really ought to pay for you to coach the top candidates for every position we advertise so they can master their sales pitch. I’ve got a sneaking suspicion that we’re losing some highly qualified candidates who have no idea at all how to sell themselves. That’s bad for them because they’re losing opportunities, and it’s bad for us because we’re losing quality candidates.”
His comment was born out of his awareness that he was no longer just relying on his sales team to sell their services and products. Every member of the team and gone through sales training and could present themselves and the product persuasively. That was the real secret behind their phenomenally successful results.
It works like this, when everyone from your partners and senior staff down to your receptionist and newest hires understands what your core business is about, they understand how to help customers and what needs to happen in order to not merely make a sale, but also improve the product.