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  • Don’t Make This Hiring Mistake

    Do you have the time to develop your salespeople? Are you process-driven enough to put together and manage a sales funnel for them? Can you be truly realistic when setting goals and budgets?

    I’ve got a question for all of you business owners:

    Are you a good sales manager?

    Really think about that one. Do you have the time to develop your salespeople? Are you process-driven enough to put together and manage a

    Courtesy: PhotoXpress Free Images

    sales funnel for them? Can you be truly realistic when setting goals and budgets for the team?

    I’m not saying that you can’t–I’m asking you to be honest with yourself.

    This is the subject of an interesting article by John Warrillow caelled “ What to Look for in a Star Salesperson.” He talks about his experience as an entrepreneur looking to hire the first member of the sales team.

    The number one characteristic Warrillow suggests that business leaders should look for in salespeople (he discusses three) is self-direction.

    Remember those questions you asked yourself about being a good sales manager? Well, Warrillow believes that most entrepreneurs, while they’re their own best salespeople, make bad managers of other sales people. They’re too busy, maybe even too far removed from the process.

    Whether or not you’re a good sales manager, finding self-motivated, self-directed employees is a smart idea.

    In my article “Cause and Effect,” I touched on the same concept. I talk about cause people and effect people. Effect people require external motivation and direction; they generally see things happening to them. Cause people have inner drive and are initiative-takers. They tend to think of themselves as forces behind what’s happening. See the difference?

    Which would you prefer to have as an employee?

    I think that Warrillow is a little harsh on business owners in his Inc. article, but then again, maybe he’s right.

    You can make that call yourself. Does the article match with your experience?

    Upstart: Business and Management for 20-40 Year Old Professionals

    Filed Under: Management


    About the Author: Donnie Bryant is a direct response copywriter and marketing consultant. He specializes in improving businesses' sales and profitability by creating compelling marketing messages and strategies. Find out more about Donnie at http://donnie-bryant.com. You can also follow him on Twitter at @donniebryant and connect with him on Google Plus at +donniebryant.

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