Monday Morning Motivator

Hiring a new rep can be very expensive...up to $30k when you consider recruiting, training and onboarding costs…  But sometimes it’s not the salesperson that’s the problem…  So before you fire or hire your next salesperson… watch this and ask yourself these questions: Accountability and Activity Standards:  Are there clear activity standards? Is there accountability to those standards? Do my reps know exactly how much activity they need to do on a daily basis to get results? Are we following up at least 12 times with each prospect? If nothing else changes, more activity yields more results. Sales Process: How do my closing rates compare to industry standards? Is my team averaging 50%? Are my top performers at 80%? If not, then there’s room for improvement in my sales process.  Coaching: What kind of coaching are my reps receiving? Are they being challenged on mindset hurdles? Are we providing training AND coaching?  Compensation plan: Does my comp plan reflect our goals? Does it give top performers a reas