Are you protecting your sales team from failure or disappointment so they won't get discouraged…
We just hired a new sales rep at one of our client businesses. We took our time and and followed our hiring process to find the best qualified person that was a good fit for the sales team. In a world of greed and “looking after mine”, there are still people (a lot of them) who want to be part of a team-oriented department.
Today our new rep (who is a well seasoned and proven veteran in the industry) was being oriented into the company by our team leader (much younger, far less experience). Because both the team leader and the new rep believe in working as a team with a high level of trust, the team leader shared a current situation he was stuck on with the new rep. The problem was a customer had recently spent 75k on a new system and did not have the budget to add additional services that they wanted. When the new rep looked at the name of the company, he said, “I sold them the 75K at my old company”, he thought he could probably help re-negotiate the lease to add the new services for a small amount per month to the customer.
What would have happened if the team leader felt intimidated by the new veteran rep? He probably would not have shared his dilemma. What would happen if the new rep was more interested in getting his share from “his” customer? Most likely things would end up in conflict or no sale. Instead the chances of helping the customer increased due to the openness and willingness to work together by these two.
The New England Patriots are a great example of hiring players wanting to be part of a team instead of a group of stars. In a league where talent is extremely equal from team to team, New England found a way to make individuals better through the team. The same exists for sales teams. Don’t just hire the hot sales guy looking out for his own, but find a quality team player and you will make everyone better.