How To Start Building A Sales Organization

I really believe that if you are a small business owner or a sales manager then there has to be some trepidation as you begin the process of building a sales organization. Some questions I would wonder about are:

  1. Is there much difference between one salesperson to another?
  2. Where do you find them?
  3. How much do you pay them? How do you pay them?
  4. How long before a salesperson is productive?
  5. How do you manage them?
  6. Are they more trouble than they are worth?

Let me tell you, that is definitely only the short list! And while you’re pondering these items here is a short list of things that can go bad when you hire your first salesperson:

  1. You hire someone fast without doing due intelligence and you fire the person within 6 months.
  2. The rep does not have the experience they said they had and it takes forever for them to get up to speed on the product.
  3. The rep waits for the phone to ring.
  4. They never come into the office so you’re not sure what they’re doing.
  5. The rep quits after three months for a better opportunity.
  6. They make the best coffee you ever tasted-for 6 hours a day!

Here is an awful truth. You can never be 100% sure are that a salesperson will turn out to be good. You can turn the odds in your favor by seeking out information from the pros. Take this article by Lee Salz. Not bad advice to follow.

My last bit of advice is to take your time hiring your first salesperson and make that person the rock of your sales organization.

The Final Thought: There is nothing more frightful than ignorance in action.


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