Michelle Terpstra, a sales trainer, walks through how to hire and train sales professionals using a customized training portal. She covers the key components of an effective sales system and offers a starter kit for business owners moving from selling themselves to leading their team.
If you're a business owner who's tried hiring people to sell your products, you've probably experienced disappointment when those efforts fizzled and failed. Why does this happen? Hi, I'm Michelle Terpstra, a seasoned sales trainer, fractional cso, and the founder of the Startup Sales Leadership Institute, where we've helped dozens of business owners just like you transition from their sales responsibilities to allowing them to fully embrace their CEO role. In the last video, we discussed the three common mistakes owners make that sabotage their hiring success. Today, I'm going to share a secret system that, when implemented correctly, all but guarantee your success. But first, the principles I'm going to share with you today are covered inside this extensive hire, train and retain your first or next profitable sales professional starter kit. This guide will walk you through my process, showing you how exactly I've helped business owners transition from selling to their CEO role. If you grab your starter kit today, I'll even get on a call with you personally to help you prepare your business for its first successful sales hire. More on that in a minute, but first, let's help you find success hiring your next or first sales professional. In order to take advantage of the secret system I'm going to share, There's a golden rule every business owner must adopt. Never hire people who don't know how to sell. Many of my clients have mistakenly hired friends, family or people with dazzling personalities only to be disappointed by their sales performance. So let's be crystal clear. Not everyone who's a personable can sell. And even those who can sell still need specific training to sell your products. Hence the phrase just because someone can sell doesn't mean they can sell you. Your business is unique. Your sales team must be trained specifically to sell your products or services. You're not a cookie cutter organization, so you don't want a salesperson applying generic sales tactics they learned from an online course or book. How do you ensure that you get a great salesperson who can specifically sell your products? Well? Create a branded, customized sales training portal take tailored specifically to your business. When you hire someone, they can watch the trains, complete assignments and learn how to sell your products effectively. I call this your very own sales University. This is your ticket to attracting good candidates and ensuring they have the capability to sell your product before you invest time, energy and money into them. Now remember, just because someone can sell doesn't mean they can sell you. But with the right training, they can. I'm going to quickly share seven key components you need inside your training portal. Sales Process Overview an outline of your company's sales process including key stages, goals and metrics. Next Sales Playbook A comprehensive guide to your sales strategy including messaging and objection handling and best practices for each stage of the sales cycle. Next Sales Training courses and training materials designed to help your sales team develop the skills they need to be successful, such as negotiation, objection handling and prospecting. Sales Onboarding is Next A structured onboarding program to help new sales hires get up to speed, quickly and effectively. Next Sales Collateral Library A collection of sales collaterals such as case studies, product sheets and demo videos to help your team communicate your value proposition and differentiate yourself and your offerings. Next A Sales Metrics Dashboard A dashboard that provides real time visibility into your team's performance including lead generation, conversion rates and revenue. Next up Sales Coaching and Mentoring A coaching and mentoring program to provide your sales team with regular feedback and support from experienced sales leaders. So remember, never hire people who don't know how to sell. The goal is to make your good salespeople the best salespeople by using these strategies. And when you do hire, train them to specifically sell your products by creating a customized and branded sales training portal. So here's the deal. I want to be your coach. I've helped business owners just like you effortlessly and hey, may I even say, have some fun hiring, training and retaining their sales professionals for their organization. And I'm sure I can help you too. To get you started, I invite you to get your hands on my brand new hire train and retain your first or next profitable sales professional starter kit. This 33 page step by step document and corresponding training will walk you through my process. My entire process. And it's only $97. In addition to the guide and the five part video training series I'm going to give you, we're also going to to get on the phone so that I can help you get your business ready to hire your first or next sales pro. If you found this video helpful, be sure to like, comment and share with your fellow business owners who might be thinking the same thing you are. And once again, I'm Michelle Terpstrup. Thank you so much for watching these training sessions. Now jump inside my Starter kit and I'll see you on the other side.
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