Are you struggling to get the most out of your sales team?

One of the most common questions new clients have for me right from the start is How can I help my salesperson? 

If you don’t know who I am, I’m Scott Miller, the owner of thegrowthleague.com. I’m making these videos to help restoration business owners get more profitable, reduce the chaos and build something they can sell for a lot of money when they are ready to move on. 

By the way, please subscribe to my Youtube channel and hit the like button if you get some value out of this today. Thanks!

I see so many businesses hire a rep, point them in a direction - kind of, hope for the best - and then wonder why it isn’t working out.

1. Set clear expectations for activities and results.
2. Develop them. How? Here are a few things that I do with the reps I work with:

Are you expecting them to take notes and enter them in your CRM?  Review the notes, so they know you’re paying attention and not just asking them to take notes for the sake of taking notes.

Talk with the rep about what they are learning from the prospect and help them move the business relationship forward.  For example, get them asking the very basic question - What happens now when you have a client who needs help?

Are they making a note of objections? Roleplay with them - take turns being the rep and the prospect. The more you roleplay objection handling the more comfortable they’ll become when they are in front of the prospect.

Encourage them to learn and get inspiration from other sales professionals through books, articles, podcasts and Youtube videos and maybe even getting them enrolled in a coaching program (I’ll tell you how to find out about my sales coaching program at the end of this video). Our industry spends a lot of time and money on technical training but not so much when it comes to sales training.

Hold them accountable. If you take my advice and document your expectations of them, you also need to hold them accountable. My recommendation is to have a simple one-hour weekly sales meeting with them using a simple agenda so the meeting has a nice flow and it’s consistent.  With a set topic agenda, you won’t have the time and pressure each week of having to come up with a plan for the meeting.