The success of every manager is dependent on the quality of the agents to be managed. The ultimate goal of every sales manager is to create a sales force that is self-sufficient and runs like a well-oiled machine. Having said that, creating that team (or office) of agents is the first task.
The main task of every manager is to recruit. One might ask how many agents is too many. The answer is that number is in direct proportion to production goals. The initial goals of production should be a reasonable number that pays the bills and leaves some profit to reinvest.
I consider recruiting as a cleansing process. Recruiting never stops. If there is a full house of agents, and another quality hire is knocking at your door, you hire that person and the agent at the bottom of the roster is eliminated. Sounds tough, but the business is tough!!
Cleansing is a process that is healthy. When we eat healthy, we cleanse our body. When we hire quality, we cleanse our office. The debris falls off the chart. Not a nice description, but let’s call it as it is. That “debris” in one office may be the “top dog” in another. Your goal as a sales manager is to “continually” improve your crew.
Now, sales managers, imagine the change in the reception of your management skills with a “cleansed roster.” This is how I think, and it is how I’ve always built an office of top producers. Cleansing is the key.
Do you realize the psychological influence on the other agents when one is dismissed? Those who are productive will produce more. Those who are not as productive as they should be will produce more. Overall production improves, and the well-oiled machine works as it should.
Recruiting continues, and it becomes even more selective. Production is not the only factor. An agent can be productive but with an attitude. That’s not a good hire! The agent who is disciplined, confident and focused on a level platform wins. Well-versed; well-informed; educated and personable is a score. They’re difficult to find, but they’re out there. Like-minded agents are attracted to each other.
If you’re a manager who can be described as previously stated, that’s who you will be attracted to hire and those agents will accept the invitation. Don’t jump. Wait until the right hire is found, or you’ll make additional work for you.
Just another thought for the moment…..
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