eBook: Recruiting, Leading, Managing and Motivating a highly productive sales team.  

The 24 Steps to Success for recruiting, leading, managing and motivating a highly productive sales team. 

Paramount is attracting and securing the right calibre of person to your sales team. When achieved, quality Leadership, Management and Motivation will provide rapid and highly productive growth. Our research covers literally hundreds of companies. We looked specifically for the top 1% of companies who grew fastest, recruited easily and retained their sales staff at high productivity. You probably suspected some of these steps of being the best way. Fear of doing it differently perhaps held you back before. Massive success awaits.

To enjoy a highly productive sales team, assuming you have a great product and market, you need to… 
1) Recruit effectively the right calibre of person for your company. 
2) Have access to a constant flow of new recruits. 
3) Have clear leadership of the sales team. 
4) Effectively manage that sales team. 
5) Have powerful motivation in place. 

To achieve this, we have modelled 24 clear steps. 

THE FIRST STEPS 

Step 1 Adopt the beliefs and attitudes of the top 1% of sales teams that achieve massive growth.

Here is a list of what the top 1% fastest growth companies do differently: 
➢ They recruit more to match company culture than sales skills. They define before recruiting who exactly would fit in. (More than, ‘we want money hungry self-motivated dynamic individuals’).
➢They mass process, automate, recruit with a proven formula to save time, money and risk.

➢ They focus on increasing profits not recruiting salespeople, or even increasing sales.

➢ They have at least 3 status levels for salespeople.

➢ They recruit more to mindset, attitude, passion and energy than sales skills.

➢ They have automated training processes in place.

➢ They limit time of senior staff on inducting new people.

➢ They pay little attention to CVs and interviews as recruitment tools.

➢ They do not compete with a higher basic. 

This is not a theory or our opinion, it is the behaviour of companies that achieve the most success recruiting and retaining profitable salespeople.

Step 2 Think big, 10X your thinking and scale fast 
If you have a good product and a market you should look to 10X your sales, not increase them by 10%. It requires a different way of thinking. When you ask questions about how you can 10X your business sales you get different answers. Be unreasonable in your ambitions. If you follow the advice in this eBook, you will be able to finance growth through increased revenue. So, decide to recruit 3 to 6+ people per month whilst ensuring that new sales team members produce quickly, consistently and stay for the long term. Your office size, budget etc are not limiting your growth, your thinking is. 
10X thinking has the additional benefit of making everybody want to work for you. You are really going places, you are exciting, dynamic and looking to change the world. 

You need also to get your recruits 10X thinking. It is all about reaching an obsessive motivation level. In the ‘Battle of Britain’ the RAF were outnumbered 10 to 1. They won because they were 10X, not 10% motivated. Watches, suits, flash cars, trips, all good but just not enough for 10X motivation and thinking. Your sales team has got to focus like if they don’t achieve 10x their world will end. The way to achieve this in your new sales staff is to do it

yourself first. Lead by example. Set them up before joining in the process we later explain in this guide. For more on this please read Grant Cardone’s 10X book and the classic ‘The Magic of Thinking Big’. 
Most will pay lip service to 10X but then go back to normal average thinking. We are programmed to be reasonable to not expect too much. Salaried jobs tend to encourage limited thinking. On a salaried position few salespeople make £1 million a year, even with uncapped commissions. However, there are several people out there earning over £1million per year in sales. So, imagine what the employer is making and what they did to achieve this within their sales team. Imagine how easy it is now for them to recruit with those results. 
10X thinking challenges work patterns. It looks for leverage. It stops spending time on small potential orders