S.O.S. (Securing Outstanding Salespeople) Program

This program will start no later than September, 2008

What exactly does the S.O.S., (Secure Outstanding Salespeople) Program consist of?

  • Proven Internet and newspaper ad
  • Initial telephone interview forms with questions that ANYBODY in your office can fill out when the applicants call in. The in-person interview form is supplied; however, each state has some differences and should be verified on the Internet in the State Employment Regulations of "legal interview questions."
  • MANDATORY personality profile taken by owner or sales manager who will be managing the new salespeople facilitated by POS Sales Training.
  • MANDATORY personality profile taken by the finalists whom have confirmed their interest in the sales opportunity facilitated by POS Sales Training.
  • Once a hiring decision has been made, a structured and customized program for new hires will be available along with availability of coaching from a participating vendor or POS Sales Training and will minimally cover the first 90 –120 days.
  • The dealership will give the salespeople their own "call results" form to fill out so they can put it on an "ACT" type contact management software program when they return to the office or home!
  • If documented in-person cold calls have been made for approximately a month, then invest and phase in sales and product training with the involvement of regional sales managers if a participating vendor is involved and establish a customized learning plan for products over a specific amount of time ( i.e. 90 to 120 days). This plan will be designed for each circumstance and will include special support of the regional sales manager for a specific product.
  • New salespeople will be given detailed instructions via a Power Point CD as to how to present and introduce themselves and the professional questions to ask during approximately the first 20 seconds of the in-person cold canvas call. On this same CD, they will be given some hard but honest facts as to what to expect during these first few VERY DIFFICULT WEEKS. They will have detailed information that explains there is no such thing as a BAD OR UNSUCCESFUL in-person cold call. If the response was negative, like 98% of initial calls are, THEY HAVE SUCCESFULLY found someone who is not interested in what they had to say: therefore, the call WAS a success!
  • There is no such a thing as a GOOD "NO CALL," except they successfully did not get rejection!
  • Some may not make it through the first week or two! These will be known as SUCCESSFUL FAILURES; however, it is much better for both the dealer and the new salesperson to find out right away IF they simply cannot, or will not, make cold calls to generate new business. WHY INVEST IN PRODUCT TRAINING until you find out if they can GENERATE new business? The ONLY way to find out is to put them to the test. This is actually a very fair way to have both parties determine if they deserve to be invested in.
  • Having salespeople on the street making calls will have a very positive effect on meeting potential customers who are now buying on the Internet or “box” warehouses because they never have met a POS salesperson. We hear this all the time!
  • The discipline of this program is EXTREMELY IMPORTANT FROM THE START! Each situation will be different but alike in many ways. The salespeople should be positively supported 110%; however, they should not be handed leads they did not generate.