BRX Pro Tip: Do You Have Minimum Standards for Your Sales People?
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, as leaders of businesses, I think it’s important that we check ourselves in on a lot of fronts. But one question that we ought to be asking ourselves and revisiting from time to time, do we have minimum standards for our salespeople?
Lee Kantor: [00:00:24] Yeah. When you’re making the transition from being the founder slash salesperson from an organization to actually hiring salespeople, it’s really important to have some sort of a minimum standard that that salesperson should be held to. And obviously, the standard should be different based on the kind of how long they’ve been with the organization. So you don’t want to hold the the brand new salesperson to the same standard as a seasoned veteran. That minimum standard of acceptable performance should be being adjusted as the salesperson kind of grows into their role.
Lee Kantor: [00:00:59] But it’s important to have some level that, you know, that, hey, this is working or this is not working. You have to have some minimum standard of acceptable performance so that the salesperson knows, “Hey, I’m not doing enough,” or “Hey, I’m killing it.” And you, as a leader, have to know that, hey, this salesperson is going to need some coaching, or they may not be a great fit if they’re not able to achieve some minimum level of performance.
Lee Kantor: [00:01:28] So, as a leader, you have to kind of determine what that minimum standard performance is and you must hold your salespeople accountable. Otherwise, it’s going to impede your growth. And you’re not really helping that salesperson grow or your organization grow.
