Frank Hurtte: Hire Slow, Fire Fast
IEDA Podcast · Kim Phelan; Frank Hurtte
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Show Notes
Although our title may not sound like it, this month we're talking about helping new and younger sales talent succeed in your dealership so that your dealership reaps success from their work.
Our guest expert is Frank Hurtte, an industrial sales pro for almost 50 years and founder of River Heights Consulting. Author of "The New Sales Guy Project" and several other books, as well as a speaker and magazine columnist, Frank recently wrote: "Sales is the only part of your company that consistently turns cost into cash.
"Is your sales team an engine driving revenue?" he added. "Or are they a herd of expense-report addicts wandering aimlessly from customer to customer like stray cats? If you're just spending on sales, you're doing it wrong. Sales isn't supposed to be a warm body with a logo shirt and a business card. It's supposed to be your sharpest weapon." He doesn't mince words.
In this month's episode, we explore the role of the sales manager in coaching and mentoring new salespeople, as well as the kind of structure needed to bring them along and hold them accountable. We also talk about communication and value – and what the new sales guy or gal needs to bring to the table with each customer interaction.
Connect with Frank:
River Heights Consulting Website
Connect with IEDA:
Produced By: Social Chameleon