This document discusses how to recruit and retain salespeople. It provides tips for finding the best salespeople such as using career fairs and other recruiting services. It also emphasizes the importance of coaching salespeople by understanding their motivations, creating incentivized strategies, holding practical training and weekly meetings, and sending them useful sales materials. Retaining salespeople involves making them feel valued through recognition, compensation plans based on performance, and giving them increased responsibility over time.

1. Recruit & Retain Salespeople
How can you find & keep the best salespeople to help your business grow?
1Recruit & Retain Salespeople by Illinois workNet is licensed under a Creative Commons Attribution-Non-Commercial 4.0 International License.

2. Business Plan
• Mission and Vision Statement
• Product or Service Description
• Market Analysis
• Management Description
• Marketing Plan
• Opportunities and Challenges
• Cash Flow Statement and
Revenue Projections
• Location Selection
• Business Operations
• Business Registration
• Business Finance
• Business Lending
• Business Funding (Grants)
• Human Resources
• Marketing & Sales
• Taxes
Other Essentials
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3. Tim Neff
Partner, United Career Fairs
http://unitedcareerfairs.com/
Tim started UCF six years ago with the desire to expedite sales recruitment processes. The company is a national recruiting
solution, in the business of "uniting great companies with great candidates". Their goal is to provide a great opportunity for
sales professionals to meet with potential employers through our Sales Only Career Fairs and other Recruiting Services.
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4. We want to talk about selling!
• Sale: Exchange of commodity or
service in exchange for money
• Selling: to persuade or induce
someone to buy something
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http://dictionary.com

5. What sales is not:
• Order taking
• Customer Service
• Maintaining Accounts
• Communication - talking A LOT
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http://timemanagementninja.com/wp-content/uploads/2012/06/Nuh-Uh-Sign.jpg

6. What sales is:
• Prospecting
• Cold Calling
• Influencing not manipulating
• Closing
• Building Relationships
• All of the above
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7. Coaching Salespeople
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Coaching Salespeople

8. Know What Motivates Them
• Ask Questions
• What keeps you up at night
• What would you change
• How are you growing
• Listen
• Don’t assume you know because…
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9. Creating an Incentivized Strategy
• Based on sales & other goals:
• Money has to play a part in it
• Prospects entered ACTIVITY = don’t reward just numbers
• Change the plan – don’t be afraid to change it from time to time as
long as you still have a pathway to get to the end dollar amount
• It should be the same for everyone but challenges should be different
• During weekly meetings offer a challenge that has a reward – this can be
done privately
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10. Practical Coaching
It’s not done in the
game, it’s the practice
where people grow
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11. Weekly Meetings
• Review numbers
• Challenge
• Accountability
• Work on a specific thing
• Joe McCartney being kind
• Listen
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12. Yearly Business Meeting
• Create personal business plans
• Include
• Earnings
• Area’s of growth
• Markets to penetrate
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13. Train Together as a Team
• Work through a specific book or
training together as a team
• Builds comradeship
• Bounce idea’s off each other
• Challenges each other to grow
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14. Send Them Practical Things
• Articles
• Sales statistics
• Jokes
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Remember, the
secret to selling is
sincerity, once you
can fake that you
have it made!

15. Retaining Sales PeopleRetaining Sales People
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16. Illinois workNet – Starting your Business Series http://www.illinoisworknet.com/startup 16

17. Valued
• We have to make salespeople feel valued!
• Recognition
• Trips
• Bonuses
• Spiffs
• Personal & Public Appreciation
• If you only told your spouse you loved them in private, but never in public,
how would they feel?
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18. Compensation
• Performance based
• How to design a compensation
plan that makes sense for
employee and employer
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19. Increased Responsibility
• Some people do not want it –
that is OK
• Pass down tasks = what do you
think we should do?
• Get people to think critically
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20. Questions
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Sponsored by the Illinois Department of Commerce and Economic Opportunity (DCEO)

21. Tim Neff
Partner, United Career Fairs
http://unitedcareerfairs.com/
Thanks to Tim Neff for sharing his knowledge and expertise with us!
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