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Enlist Help in the Sales Process
Guest articles > Enlist Help in the Sales Process
by: Daniel Milstein
As a salesperson you must enlist the help of somebody in the process of building a business. You cannot get to the top by yourself; it is nearly impossible to do so. In order to become a superstar salesperson, you must rise to the top as a part of a team.
Most sales superstars have one or more assistants and form teams so that they can concentrate on business- building activities and delegate other responsibilities. Salespeople often complain that they can't afford to have an assistant. Actually they can't afford not to. The production levels will vary, but once you reach a certain point and are unable to grow further, you need to hire one. It is simple math: if your hourly rate is $50 an hour, you shouldn't be handling the myriad of responsibilities that a $12 an hour assistant can coordinate.
I hired my first assistant after about a year as a loan originator and should have done so earlier. Before he joined me, I had been helping with many of the office chores that needed to get done but were not directly tied to our production. I was answering all of the phones, ordering supplies and handling a variety of other tasks that also weren't contributing to my sales goals. Once I shifted some of that responsibility to an assistant, my volume rose dramatically. My first and subsequent assistants had an especially difficult job; as the sales activity increased, so did their workload. My second assistant was Angie Fant, who was able to endure the challenging days with patience and a wonderful attitude. In one month alone, she helped me close 181 loans. Angie has been with Gold Star in different capacities for nearly a decade.
Some salespeople are content with one assistant, while others create a team of several assistants and support staff. Others have a difficult time working with an assistant because it interferes with their normal routine. It can be inconvenient during the first few months of training an assistant, when you have to spend extra time to answer their questions and review their work. Before long, though, it should become a smooth running system.
Other salespeople are afraid to delegate. Their idea is that 'No one does it (paperwork, applications and follow-up) as well as I can. I am afraid I'll lose touch with this part of my business.' This micromanagement is a shortsighted attitude, and if carried to the extreme means that the salesperson will never be able take a vacation for fear their customers won't be properly serviced. Customers understand and appreciate that top producers need support and that you have to delegate some responsibilities.
If you are still unsure of the merits of hiring an assistant, talk to top producers at your company and elsewhere in your market. Ask those who have an assistant how it has helped increase their production. Remember: no one has ever made it to the top alone.
Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.
Contributor: Daniel Milstein
Published here on: 28-Oct-12
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