I have received a number of telephone calls and emails from people that are looking for top sellers to join their teams. The frustration levels are high as they review resumes, talk to recruiters and sit through interviews. It is time consuming and very demotivating for sales leaders. They are pulling out their hair trying to find their next champion.

I will let you in on a little secret – the chances of you finding one are minute, as there are very few out there. In two decades of consulting I can state I have met only a few that could be classified as sales champions. In fact, I can count them on my left hand.

Top sellers are extremely selective over whom they work for and where they work. They receive offers all the time and they know their worth in the market. They are expensive to hire, relentless to manage and if you poach one from your competitor, you can be darn sure they will be poached from you too. Often if you do find one who is willing to work for you, the salary package will be outside your budget and could cause major problems with other team members.  Who needs the headache!

The best way to beat the ‘top seller’ barrier is to focus on making them rather than hiring them. Get the person that has the traits and motivation than can be groomed into a top seller for your business. They will respond to the right management, right environment, career opportunities with credible products and services.

Like your product competing against competitors, your company is your product to prospective hires. You need to offer the things that attract top quality employees and groom them to what you want them to be. They are more loyal and just that little bit easier to manage as they have adopted your culture and methodologies.

Become an employer of choice and you will have the opportunity to develop a team of top sellers.