Finding The Right Sales Rep

Nov. 6 – 12:30pm, 1:45pm
Sapphire

Your business has great potential – if only you could hire the right sales people. But whenever you invest, the reps aren’t what you expected. Some are slow to come up to speed, still not producing six months into the job. Others have yet to truly understand your solutions, relying on your technical staff to support their sales activities. They aren’t prospecting or closing. You thought you had great candidates, so what went wrong?

Hiring successful sales reps is a challenge. You need a strategy that fills gaps in your business with people who can produce quickly. In this session you’ll discover:

  • The 5 sales roles and which ones you need on your team to beat today’s economy
  • Critical characteristics for your team to be successful
  • A proven 4-step hiring process
  • The ideal balance of technical expertise, solution knowledge, and sales skills
  • Key skills to assess for
  • Where to post to find good candidates
  • Fresh techniques for bringing your new reps up to speed quickly
  • Three critical things to train every new rep
  • How to set 30, 60 & 90 day expectations and motivate reps
  • Strategies to use ConnectWise to hold reps accountable
  • What you can do to make your sellers successful

We’ll focus on building a “Roadmap for Hiring” that refines your hiring process, develops new reps in 3 critical areas, and holds them accountable to your expectations. Leave with sample job descriptions and a checklist of sales skills to assess.

Kendra Lee 2009Kendra Lee
Founder, KLA Group
Kendra Lee is back at Partner Summit by popular demand. She is a top IT seller, prospect attraction specialist, sales advisor and business owner who knows how to shorten time to revenue in innovative ways. She’s the author of the award winning book Selling Against the Goal.

Her organization has assisted sellers in increasing referrals more than 328% in just 7 weeks, penetrating SMB markets in just 6 weeks, driving new client acquisition more than 31% year to year, and increasing annual revenue.

KLA Group specializes in the IT industry and works with manufacturers, distributors, and solution providers to break in and exceed revenue objectives in the small and medium business market.

Website: http://www.klagroup.com

linkedin Finding The Right Sales Repwww.linkedin.com/in/kendralee

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