Hiring Your First Sales Rep February 7, 2013Posted by Tom Schaber in Business Owner, Consulting, Hiring, Leadership, Prospecting, Sales, Sales Issues, Sales Management, Small Business.
Tags: Achievement, Business Owner, Coaching, Humor. Sales Management, Leadership, Sales Process, small business owner
This is one of those frustrating events that drive small business owners nuts! Picture this. You own a company and you are the main salesperson. Of course you also do the books, clean the bathroom, take orders and anything else that keeps the company moving forward. And you have had it! Your doctor says that another year of this and you’ll be pushing up daisies. Your wife and kids would like to see you more often than Xmas, New Years, and major holidays.
So you decide to take the leap. You’ve never hired a salesperson before so where do you start? Part of this decision depends on the type of industry and product(s) you have. Do you get an order from a customer and hardly ever see them again? Do you get an order and the process demands constant follow-up on that order and future ones? Should the rep have X number of years of sale experience and/or experience in the industry? Is the sale technical? What can you afford? Do you provide a salary and commission or commission only?
As a sales manager I routinely hired people but it was still challenging to find the right people. One of the problems is that owners don’t prepare for the hiring process. It’s like the thought process from I’m overworked to I need a rep to hiring happens over a two-week period. Don’t rush into hiring even though your brain is screaming at you to get someone on board.
I’d look at the these as a to-do list:
- What are the qualities that make you successful as a salesperson?
- What do your customers expect from the person representing your company?
- Research comp plans in your industry.
- Should you hire the highest quality rep for the money or hire one that has experience in your industry?
- Age has a way of fine tuning skill sets. Should you hire someone in their 30′s or 40′s or go after the mid-twenty rep?
- Prepare how you want to interview candidates.
- Document what you will need in order for the rep to be prepared to sell.
One final bit of wisdom. Never just settle for anyone because you’re flat-out tired and bored with the process. If you hire someone because you want to get it done that rep will not last more than 3 months.