Hiring Your First B2B Sales Person
The question comes up all the time: “What should I look for when hiring my first (or my next) sales person?”
The next question is usually, “How should I compensate that person?” (Entire books have been written on these two questions.)
However, before getting to those questions, a business owner must first answer this question.
“Why would a successful sales person want to come sell for my company?”
More specifically, answer these questions:
- Am I a good leader? Is my company run well and do I inspire confidence?
- Are our products and services extremely competitive?
- Does the company have a strong brand in the market? Do we stand out for anything?
- Does our marketing generate leads?
- Do we have a system for lead nurturing? Does it work?
- Do we provide great customer service after the sale?
This gets at the heart of the issue. If you have solid marketing and a well run operation, a strong sales person can seriously accelerate your business development. A good sales person will jump at the opportunity.
On the other hand, if you are looking for a sales person to compensate for the lack of solid marketing or a poorly run operation, then you are potentially creating a sales person turnover problem. You will go through several who will cost time, money and brand strength.
Before asking who, how, or how much, ask yourself why!
Photo on flickr by emilio labrador
Similar Posts:
- Selling With Your Ears – A Business Brokers Sales Approach
- Sales Management: Coaching the Winning Sales Paradigm
- Scholl owner SSL impresses with annual results
- I Is For (Free) Information
- Does Your Brand Change Once the Customer Says Yes?
Recent Comments