When building a successful sales force, selecting the right men and women for the job is key to increasing revenue
Even during these challenging times, Matt Galvin, executive vice president and principal of RDC Golf Group, has found that expansion—specifically, increasing the size of his company’s sales force—is one way to generate additional revenue at the facility level.
Here are several rules of thumb he uses when choosing a sales person:
- Hire the attitude and teach the skill. The candidate should be a natural salesperson (industry doesn’t really matter) whose natural personality is to engage other people in an enthusiastic manner.
- Monitor the process, keep to a sales system, and track feedback. It’s easy to look busy without getting results. You need to have a tracking and feedback system to make it work.
- Create the right incentives and be willing to share the upside. More than half of an employee’s compensation should come from incentives. If they’re good, they’ll make a lot of money—for everyone.