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How to Build Rapport with Your Sales Team While Ensuring Accountability

Many restoration contractors have or will come to the point where they will need to hire one or more full-time sales reps in order to grow their business. But having an effective rep is key to producing that type of growth. In order to build rapport and ensure your rep is happy and effective in their position, there are several ways that you can help them succeed while keeping a level of accountability that ensures maximum ROI out of the rep and their efforts.

As the owner of a restoration company, you’re faced with the first difficult challenge of getting the right person in place. Do not be tempted to hire a warm body! You are going to be dedicating a lot of time, energy and finances to ensure this person’s success, and it’s critical to hire slow (and if they do not work out for whatever reason, fire fast!). Have a defined hiring process and be picky! As we are all human and have strengths and weaknesses, you will want to select at least 2-3 top candidates and then choose the best one.

So, once you have that salesperson in place, now what? You need to make sure you’ve provided a solid marketing foundation that supplements their sales program that gives your target prospects a unique and differentiating way to choose you over other restorers.

Ok, so now you’ve got the right person in place, you’ve got your marketing platform, off to the races your new rep goes…right? Wrong!

Salespeople are very different from your other staff (techs, admins, etc.). They need encouragement, accountability, and love! Yes, love. They need the “atta boys” or “atta girls”. They need to be acknowledged when they close the deals, and they need encouragement when things will inevitably get tough as sales is one of the most challenging professions out there.

But, they also need “tough” love when they start veering off course. Not the Homer Simpson-hands around the throat-style of sales management, but a clear vision of expected goals and how they will achieve those goals. And, an understanding of what they will receive when they reach those goals, and the consequences of what will happen when they do not meeting those goals — on both an individual and company level. Letting them know how they are part of the bigger picture is important, and for most superstar reps, extra encouragement that drives them to succeed.

Another way to build rapport with your sales rep is by conducting daily, weekly and monthly sales meetings in order to ensure accountability and keep your rep working (and wanting to) maintain peak performance in their sales and marketing activities.

To read more about building rapport and ensuring accountability with your sales team, read the full article by BDA President Tim Miller by clicking here.

And, if you are a restorer looking to predictably grow your business, Business Development Associates might be the perfect fit with you. We are a full-service marketing and sales agency specializing the restoration and cleaning industry. Helping you to hire, train and develop your sales force is only a fraction of what we do to help you grow your business to the next level. You can learn more about BDA by visiting our website and clicking here!

The Key To Hiring Great Salespeople

“If you think it’s expensive to hire a professional to do the job, wait until you hire an amateur.” – Red Adair

Hiring the right person is critical to ensure you have a great return on the investment of time, money and resources that you will dedicate to this person.

And, when it comes to salespeople, you have to use a different approach when hiring because of the unique nature of this position. One bad salesperson hire typically costs three times the annual compensation of an average salesperson!

We would like to share this new article featured in Cleanfax Magazine’s online publication “Restoration Insider,” written by Tim Miller. “The Key To Hiring Great Salespeople” explores the topic of hiring a high-performance salesperson that will help drive the growth of your business and become an integral part of your strategy to grow from Point B to Point C!

Please click the link below to read the article, and let us know your thoughts!

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