There should be one ironclad rule you should follow when it comes to hiring
salespeople: Never, ever hire from a competing modular home factory. Doing this
could be the biggest mistake you could make.
We all know the reasons why factory management hires
competitor’s salespeople. They will save you time and money. After all, they
already know the modular home business and you don’t have to train them. They
can be productive from Day One. Of course, you’re also hoping that they will
bring some of their builders and leads with them, allowing you to grow faster
than it would if you hired salespeople with no experience in modular
construction. It seems like a no-brainer.
But is it?
To begin with, they bring with them a lot of bad habits that
you will never get them to change. They think they know more than you do about
selling your factory’s homes and won’t listen to how you want it done. You will
find they are constantly going for the quick sale, ignoring price guidelines
and making promises that neither you nor your factory can keep. You will
quickly begin to realize why their last modular home factory let them go.
Bringing in salespeople from either within your own factory
or from the outside with no experience in modular home sales will give you
better results. Yes, it takes time to train your own salespeople and you’ll
have to wait longer for results but you will learn that there are no shortcuts
to success.
If you build your business to last forever, you’ll wind up
with a better, more valuable company.
1 comment:
Of course this assumes factories invest in training their sales teams
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