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Why Is It Hard to Hire a Good Producer?

Why Is It Hard to Hire a Good Producer?

Many businesses find it difficult to hire someone for their team who is a really good producer. Having even one strong producer in your company can boost your revenue and put you ahead in the game, but not knowing how to get one of these people onto your team can make it harder to see the success you want.

Here are the reasons why you are having a hard time bringing in a top producer:

You don’t have the right reputation

A strong producer knows what the better companies are to work for. It’s easy to bring on average or low-quality producers because they don’t know the difference, but having two or three mediocre sales team members just doesn’t’t compare to having at least one stellar sales producer on your staff. If you want to bring on the best, you  need to be able to sell your company to them. What would entice them to join your team? What benefits can you offer that no one else can? Create a sales pitch that will bring in winners and you will have a better shot at bringing them on your team.

You don’t know what a good producer looks like

Too many business owners confuse someone who they think is nice with someone who will generate sales. But truly strong producers are the ones who many people find abrasive, aggressive, forward, energetic, and difficult. If this person comes in to speak with you, you probably won’t hire them because you don’t
like them. The ability to sell well has become secondary to likability. Find out what the profile of a true producer looks like and you will get a better picture of what you need to look for.

You don’t really know what selling is

Getting people to buy your products may have seemed easy in the beginning. They were calling you and eager to give you money for what you had to offer. But if people are calling you, then you’re not really selling to them. A top producer knows that they need to go after the sale, not wait for it come to them.

You sell more because you are the owner

If you seem to have more success at selling than your sales team, it’s probably because you are the owner and clients are more willing to buy from you than just any salesperson on your team. Think that it’s just because you’re better at selling than your team? Try this: make a few sales calls and don’t reveal to the prospect that you’re the owner. How easy was it to close the deal? If they tell you no, call again later and tell them you are the owner and see what the outcome is.

A top producer may not be a good fit with your culture

The best producers may be great with your customers, but they can often rub the  rest of your team the wrong way. If you want to keep a strong seller on your team, be prepared to make some adjustments so that everyone on the team can work together in peace while still seeing results. Remember, you’re hiring a seller, not a friend.

You need to have a plan in place before you start your search

To get the best for your team, have a strategic plan. Know who you want to hire, whether it’s someone who has been a leading producer in your industry or someone who has done well outside of your market. Have a quality contract ready to go and a training plan in place before you start searching.

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