What if you could replicate your top salesperson 3, 4 even 5 times over? Wouldn't it have a dramatic impact on your revenue?

I have helped companies "clone" their top sales performers.

Here's a step-by-step formula:

1. Recruit young, aggressive yet coachable salespeople who have good personal skills.
See Chet Holmes' material about a pragmatic, hard-nosed recruiting and interview process.

2. Screen them using an assessment instrument that measures:
Behavior, Attitude and Values (Target Training International is one of the leading suppliers of assessment tools - they have thousands of distributors throughout the world) The Brooks Group is one of the top firms focusing on sales assessment)  Also, use a little tool called SPQ Gold, which measures sales call reluctance; it's the only tool I've found that measures call reluctance specifically.

3. Train and orient them using inbound and outbound call measurement. Have them track and record their prospecting and sales calls using our web-based tracking tool.  With this you'll be able to see how many calls they're making, how many calls they're getting back and how effective they are while on the phone.

4. Let them listen to themselves on the phone.  Take 10 minutes and select key calls, both good and bad and review them with them. This is the ultimate truth mechanism.

5. Use call measurement with your top sales person and share their good calls with new recruits. Also, you need to personally make some calls and be an example for your reps.

6. Map successful sales calls.  Take the recording of successful calls and have them transcribed.  You can easily do this using our system because the calls are in wav. format and can easily be downloaded or emailed to a transcription company.  You should be able create "the ultimate sales scripts" for less than $50 bucks.

7. Remove all the extraneous verbiage from your transcription and break it into "bit sized" peices, literally creating a Sales Map.  Make sure all of your reps have the Sales Map in front of thier desk.

8. Continue to use call measurement to ensure they're replicating the sales process and following the Sales Map.  This is a feedback loop process...continue to hold them accountable and course correct when necessary.

9. Finally, feed more recruits into the system and repeat the process until you've reached your ideal size.

Presto chango - easy peezy!