April 24, 2014
The wait and see approach wasn’t designed for professional sales. Success in sales in the comes from being active and aggressive every day, says Bob Herbolich.
Speaking Thursday at the HDA Truck Pride annual meeting in Phoenix, Herbolich urged HDA Truck Pride members to grab control of their sales team and their businesses as a whole. The United States economy has recently stumbled, with 2 percent growth and skyrocketing debt over the last decade, but that doesn’t mean aftermarket businesses have to suffer the same fate, he says.
The key is to incentivize, not entitle, your team.
“There are no entitlements in this business,” says Herbolich. A good business should rehire its team every day, he says. Employees should be valued and compensated for what they provide to your business, but that compensation should never be locked in and guaranteed in perpetuity. Evaluation is necessary.
“Would you hire yourself for the job you have?” Herbolich says. “Value result over activity. Love talent but pay for performance.
“Use best practices as benchmarks.”
Herbolich adds it’s also important to build a management team that can handle these responsibilities, and create a workplace that motivates employees to take charge.
“Accountability precedes empowerment,” he says. “Have a vision that allows for oxygen and growth.”
Herbolich says all of these traits should benefit your customers, and show them how much you value their business. Customers notice when a business consistently follows through with promises and performance, he says.
“Bluffing is for Texas Hold’em, not professional sales,” he says.