The workplace is like a pendulum. Employers give the best environment however the worst performers always take advantage of this. Then, employers will clamp down and top performers will leave. And the pendulum swings back...
But what are the differences between a great and a poor new sales hire?
Willing to make mistakes
Scared to make mistakes
Willing to make the tough calls
Scared to make the tough calls
Has a plan, and executes it
Doesn’t plan, and is often disorganised
Willing to ask for leads
Scared to ask for leads
Always seems to be available – even outside of normal hours
Disappearing from the desk for a coffee every 5 minutes…
Cares about customer service
Not interested in the customer’s thoughts
Willing to take feedback
Doesn’t act on feedback
Willing to listen
Strives to hit all targets
Happy with not being the worst
Looks to do the basics well
Looks to cut corners
Takes care of their admin
Rushes their admin
Thinks about sales pipeline and setting up meetings
Thinks about what is happening this evening
Learns from mistakes
Makes the same mistakes over and over
Looks at their business plan/KPIs
Doesn’t know what KPIs are
Knows that sales is tough
Expects sales to be easy
Helps and joins in with other colleagues
Gossips and judges other colleagues
Always an excuse
There are 100s of courses and businesses around that are focused on staff engagement, loyalty and providing the best work environment.
This whole myth about millennials being lazy – and if you’re a baby boomer you cannot adapt; all of it is sweeping generalised judgements in my opinion. It is all down to getting the best out of an individual.
It’s important that when you have a new starter that is “poor” and shows all of the attributes that they will not perform well, that you understand WHY they are not performing well. This may be the environment… it may be the job… it may be something behind the scenes. You may have to find different ways of motivating the sales team?
How many of the “great” do you tick?
What about your new hires or new colleagues?
Get on top of the poor before they get on top of you.