How to Hire and Build Sales Superstars, Sarah Wirth

Wes Schaeffer
April 16, 2019

Why and how to coach sales superstars

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Consistency is key to success for successful sales managers
- Feedback
- Career discussions
- One-on-one sessions
They are usually non-quota-carrying managers
Top sales reps think they want to be left alone but they do appreciate good coaching and guidance
Most sales managers were promoted into the position from a top sales role but were never given any guidance on how to be a successful sales manager
That’s why they focus on helping the sales managers
This training is for the benefit of the sales managers.
It’s not a knock on you to get help.
It’s a compliment that leadership wants to invest in you.

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Invest in all of your salespeople with basic coaching and feedback.
If your people aren’t performing then it’s a different support and accountability model.
She has a slight preference for promoting from within
- Familiarity and credibility
- Shows a career path
Sales managers need to lead, so as long as they can lead they can come from outside the industry
The best sales managers track the activities of their sales teams but they know what to focus on and limit it
The best sales managers know how to be flexible
Great sales managers do team meetings less-often—maybe monthly vs. weekly—and they’re more focused on education
They’re building from relationships
They make their salespeople feel as though they are appreciated as individuals, not just workers
They’re accessible
Consistent, documented feedback is key. This helps you stay ahead of the curve when faced with under-performers
Salespeople are looking for feedback and guidance
Should your senior salespeople train new salespeople?
Get your salespeople outside their comfort zones. Create experiences for your team to get them to stretch and grow.