How to Lead, Motivate, and Stay Ahead of the Game — Part #2

How to set measurable sales goals

Sales managers find, recruit, hire, lead, and praise or fire salespeople and they sell an internal sales culture.

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“Try to interview in the morning and interview as early in the week as possible. The pressures of the day seem to mount in the afternoon and later in the week.”

Begin your search for the right person by examining your organizational and sales force culture. What do you want that culture to become? What competencies are you trying to hire? What does your organization need? Put everything in writing and then begin your search. You must search proactively. The best sources of good people are:

• Your best people Ask — your sales force to help you with personal leads. You could even ask them to sound out customers about good people they know.
• Inside your company — Ask non-sales force employees for leads. Offer bonuses and incentives. Put a big TV in the lobby with a sign that says it belongs to the person who brings in the salesperson you need. Advertise inside the company. Put up posters that read, “Sales star wanted.” Include tear-off tags with your phone number, like the…