You have spent the last couple of years working hard trying to start your own business. Finally, it’s all paying off, your company seems to be growing with momentum. It is now a team of five and your operations are going smoothly. You feel it’s time to take it to the next level, hiring a salesperson. One of the most important decisions first-time owners face is not only when, but how to hire their first salesperson. Who is selling is often even more important than what they are selling. And for an owner like yourself, having the right person selling can mean the difference between success and failure for the company.
So, how exactly do I hire a salesperson?
You can start by paying attention to your personal sales encounters as a customer. Before rushing out to hire, make sure you know the experience. A very important step before hiring your first salesperson is knowing and understanding your sales process. Get to know what it’s like being out in the trenches, doing what you expect them to do for you. Talk to the customers, face the objections, learn from the failures and always look to improve.
But, you don’t want to wait too long…
Once you start wearing too many hats, for too long, you may actually begin to hurt the company growth. Before considering to hire your first salesperson, you should have a strong understanding of your target market, a clear sales process in place, and should have closed a handful of sales yourself. If you don’t do this, it will not work. You’re looking for them to do something you haven’t proven out or done yourself. The question to ask now is, who can you hire that will have this the same passion and the same hunger. Once you feel that you are ready to being interviewing, make sure you know what to say. One of the biggest mistakes employers make is talking too much business. This is something you already know. What you want to do instead is ask a lot of questions and get the candidate talking so you can figure out if you can actually work with this person, if they have the experience needed, and if they can express themselves well.
Timing is key.
After you have figured out the how and the who, the when comes next. When is the correct time to hire on this new salesperson? First off, make sure you have the capital available. Can your company afford a 3-month, at minimum, salary with zero to no-returns. Are you willing to put in that investment? More importantly, will your salesman find the patience to stay and believe in your product? We have seen great salespeople giving up due to frustration and the long wait. Don’t let it happen to you!]
How do I know if I’m ready to hire or not?
One of the best ways to determine whether or not you are ready for this next step is to take a look at your marketing performance. How many leads do you have waiting on the board? Where are those leads and activities coming from and how often? Are you running campaigns? Make sure you invest in your marketing efforts first, it is the base of a strong and healthy sales team.
What good is hiring a new salesperson with no leads for them to begin working on? If you truly feel you are ready to hire a new salesperson but you simply do not know where or how to begin your marketing efforts, we are here to help. Together we can create a winning force that will drive your sales team to success. Contact us today and let us answer your questions.