B2B Marketing Blog

How to Choose the Right Sales Team – Jennifer Usher

Jun 25, 2012 3:30:27 AM / by The Mezzanine Group

Lately I’ve found myself participating in many conversations with B2B business owners who are asking, “Do we have the right people on the bus?”

This question often comes up when B2B companies take a second look at their marketing strategies and sales goals. They peel back the layers and discover that they need to be investing in proper sales processes and people. As changes are made to the infrastructure, some people embrace the change while others are quickly weeded out. This isn’t necessarily a bad thing. After all, businesses can’t grow when they're chugging at the same pace every day.

Choosing the right sales team is difficult. They are not only the face of your company, but also part of the lifeline in growing your business. I recently read an article that lists 6 great steps to ensuring you have the right salesperson. Think about each of these as you assess and grow your team:

  1. Do they have a passion for the product?
  2. Do they have great listening skills?
  3. Do they understand early adopters?
  4. Do they have perfect execution?
  5. Are they being trusted by the customer?
  6. Bottom Line: Can they get the order?

As you assess your team, if you find yourself in need of clarity and assistance in your marketing and sales processes, please give us a call.

For more information on choosing the right sales team, contact us at 416 598 4684 and speak with Lisa Shepherd.

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