After having had not 1 but 2 successful businesses over the past 20+ years this is a subject near and dear to my heart. We live in a highly competitive world with almost too many choices. It is not hard to bring your service contracting company to a place where you have a strong, solid sales team that can truly make a difference between a thriving business and one that barely gets by. Assembling the right group of salespeople isn't just about finding individuals who can close deals. It's about building a team that understands the unique challenges of the service industry, aligns with your company's values, and can drive sustainable growth.
Here's a step-by-step guide to hiring and developing your dream sales team to take your service contracting business to the next level.
Before you start the hiring process, it's crucial to know exactly what kind of sales professionals will thrive in your business. What qualities do they need to succeed in the service contracting industry?
Hiring a sales rep who understands the unique aspects of your particular service company — from project timelines to customer concerns — will give you a leg up. Look for candidates with a background in the specific service you provide or one you are looking to gain a foothold in.
Service contractors need salespeople who are solutions-oriented. Clients often come with complex needs and issues that require thoughtful recommendations rather than off-the-shelf answers.
Unlike in other industries, where sales may be fast and transactional, service contracting relies heavily on trust and long-term client relationships. Your dream team must be persistent and committed to nurturing these relationships over time.
Not every great salesperson has a stellar resume. Sometimes, their skills and personality traits don’t shine through on paper. A sales assessment test can help you evaluate core competencies such as communication style, emotional intelligence, and resilience. Tests can also reveal insights into how candidates handle objections or navigate customer pushback — essential skills in service contracting.
A well-structured assessment can give you a clear understanding of a candidate's potential performance in your specific environment, ensuring you're not just hiring based on gut instinct.
Once you've honed in on what makes a great salesperson for your business, it's time to attract top talent. In a competitive market, your job offer needs to stand out.
Sales professionals are often motivated by growth. Highlight opportunities for advancement and continuing education in your company to show potential hires that they won’t hit a ceiling with you.
Service contractors should offer a competitive base salary along with performance-based bonuses. Keep in mind that sales reps are driven by incentives, so offering attractive commission structures will appeal to the best talent.
In today's market, company culture matters just as much as salary. Showcase your company's commitment to values such as work-life balance, team collaboration, and respect for their expertise. This will attract candidates who are a good cultural fit and more likely to succeed in your business.
Make training an ongoing process. Regular coaching, one-on-one feedback sessions, and role-playing exercises can help your team refine their approach and stay up-to-date on best practices.
A great sales team thrives in an environment where collaboration and healthy competition coexist. Encourage teamwork by establishing a sales culture that values shared knowledge and support while also celebrating individual achievements.
Regularly acknowledge your team’s successes. Whether through monthly awards, public recognition, or performance-based bonuses, make sure to reward both individual and team accomplishments.
Your salespeople should have a clear understanding of what’s expected of them, both individually and as a team. Setting attainable, short-term goals can provide motivation while helping the team work toward larger objectives.
Finally, it’s essential to measure your team’s performance and adjust your strategy as needed. Monitor KPIs such as lead conversion rates, sales cycle length, and customer satisfaction to ensure your team is on track.
While team performance is important, you should also measure individual salespeople’s contributions. This allows you to identify top performers and those who may need additional support.
Building a dream sales team for your service contracting business isn’t just about finding people who can sell. It’s about hiring individuals with the right mindset, skills, and alignment with your company’s vision. By focusing on these aspects, you’ll create a high-performing team that not only meets but exceeds your business goals, ensuring long-term growth and success.