Growth Dynamics Get Down

Welcome back to another Growth Dynamics Friday Fast Tip. I'm Charlie Hauck, founder and lead trainer Growth Dynamics.

Hey, normally I try to stay in business attire, talk to you about business things, dressed as a business person. But as you see, today, I've got a I've got a bike jersey on.

We are pleased to announce the newest rotation of our High-Performance Sales Program is slated to start on Wednesday, Aug. 10. This course follows the revised timetable and curriculum that was offered at the start of 2022. 

Do you ever get caught up with warm leads? You have hope but cannot get the win? If so, this is the topic for you.

This recent testimonial comes from one of our newer students Gianna. Gianna is a recent college graduate and was hired for her first sales role before her college commencement even took place.

Why Hiring Is Still a Challenge When There is Talent Available?

The pandemic is not necessarily a negative impact event, particularly if you are looking for quality sales talent to add to or upgrade your sales team. With many employers downsizing or “smart-sizing” during the Covid impacted economy, there are quality professionals looking for new places to go to work. Bad things happen to good people, and that is particularly true as we head into the new year as some people have been caught in circumstances beyond their control and find themselves suddenly unemployed. Now just might be the right time to start hiring, but it is not the right time to hire poorly and just add bodies to the roster.

I am prepared for lots of pushback on this post, so please feel no hesitation in reacting positively or negatively to my thoughts on this topic.

For the last 36 months the booming economy delivered record growth and profits for many sales organizations. That growth also created a challenge that virtually every sales organization had no success in overcoming: a lack of qualified sales talent to capture the available opportunities. The constant refrain of “where can I get some more salespeople” was heard coast to coast and there seemed to be no reliable answer. As typically happens in that business environment, sales leadership quit asking for good salespeople and settled for any available body that could walk, chew gum, and hand out product literature. The recycling of poor to mediocre talent that could get overpaid for their production became acceptable as sales managers were afraid of reporting that all the territories were not being covered. The high tide floated all ships, even those that were rusted out or never really proved sea worthiness.

Today we are all facing a challenge that two weeks ago seemed as likely as pigs flying. Yet, here we are facing a sales challenge you won’t find talked about in any sales training manuals or motivational seminars. Essentially, the world has shut down for almost everyone, and none of us can truly say, with any certainty, when it will reopen. With that reality staring us in the face I thought I’d take some time this evening and make some suggestions about how to survive the challenges in front of all salespeople. Below you will find a few ideas for each of the three points of our MAP to Success: Mindset, Activity and Process.