Page 96 - Lighting Magazine January 2020

on the mark
Developing Your
Back in the 20th Century, developing a sales team did not require the same work that it will take in 2020 and be- yond. There was just so much less to know before the digital explosion.
EvaluatE
2020
Before directing your efforts to increase team performance, hire new people to fill any vacant holes. Or if you have a need to hire additional staff because your business is growing, evaluate the people you currently have on board. The Evalua- tion step is ideal for discovering the weak links in the sales process, allowing you to introduce new skills and build upon the ones in place.
Having an up-to-date development strategy is required when you’re hiring new talent or training existing people; the days of surviving with “order- takers” is over. To succeed, salespeople must embrace the new skills and do different types of work than they have in the past.
Skills for successful sales professionals are steadfast interpersonal and communication skills in both digital and face-to-face engagements. Some
Sales Team
Whether your goal is to raise
the skill level of your existing salesforce, or build and add members to your team, this article will have something you can utilize.
92 enLIGHTenment Magazine | January 2020
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