Wednesday, April 30, 2014

Stop Hiring Other Modular Home Factories' Salespeople

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:

Anonymous said...

Of course this assumes factories invest in training their sales teams