Ep. 110 – The Fourth P of Sales: People, Part 2

FourPs-ImageIn this final installment of the “Four Ps of Sales” series, host and business coach Tom Ryan nails down the two remaining concepts in hiring a great sales team: Skill sets and compensation. Learn why hiring the right person with the right skills for the sales system is often the best long-term strategy, and why it makes sense to hire for your level of compensation, rather than adjust compensation to hire a specific person.

To catch up on the “Four Ps of Sales,” check out: Overview; “Process” (Part 1, Part 2, and Part 3); and “Performance”; “Pay” (Part 1 and Part 2); and “People” (Part 1).

• Introduction, and recap of the Four Ps of Sales thus far

• Recap of first “People” episode

• Skill Sets: Hiring for the right skills requires a well-planned sales system

• Potential skill sets needed for a phone-based inside sales rep: Tech-savvy, highly organized, strong phone presence, ability to interpret verbal cues

• Compensation: Matching people to what you can afford

• Instead of matching the pay to the individual, match the individual to the pay

• Sign off, and ways to contact the show

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