At the IPPA Sales and Marketing Workshop last month, I attended an inspiring session on building and maintaining a great sales team. Everyone knows that the key to building a successful company is to start with a successful sales team, but there is one sin many of us seem to keep committing. We find a person from one of the big boys in the industry and we get very excited and hire them, or we specifically recruit people that have worked for one or both of those companies. I have heard people warn against recycling people over and over again, but I had never heard the argument put so poignantly that it made me want to reconsider my recruiting. Those companies (you know the two I’m talking about), are two of the most successfully selling organizations in the world, regardless of what industry we’re talking about. They have world-class training programs, marketing budgets larger than some national economies, and brand recognition to-boot. If you have come across a sales person who can’t make the kind of money they want in one of those organizations, there’s something definitely wrong.
I have always convinced myself that I don’t have time to train someone on the intricacies of payroll and payroll taxes, so I “need” to hire from within the industry. I have worked in the industry for over 15 years, and have been either mentoring or training for 14 of those years, so I definitely can train people on payroll and payroll taxes. What I cannot train is drive, motivation, competitiveness; all those traits that make the best sales people. I am blessed with a great sales team who were instrumental in growing PTM’s client base by over 50% last year, so I have been fortunate. My future recruiting efforts though, will include casting a wider net and looking to find driven sales professionals who can learn Payroll 101. If you’re a driven sales professional, I’d love to hear from you.