What Should You Consider When You Hire A Salesperson?
Do you have an established sales team in place or are you a small business getting ready to bring in your first salesperson? Either way, your new hire can make a huge difference to your bottom line.
First, don’t expect this to be easy. Today’s employee pool is ever-shrinking and good salespeople have lots of opportunities besides what you are offering. Baby-boomers are retiring and taking their long-term experience with them. Bigger companies with the resources and business savvy have been using their senior salespeople as mentors. They invest in training programs for their younger sales staff so they don’t get caught short.
So, what can smaller companies or start-ups do with their limited resources?
If you are a business owner, don’t expect salespeople to have the same passion you have for your product or service. You developed it, nurtured it, learned your lessons along the way and know it inside and out. You are likely going to be the best salesperson your company will ever have. If you are lucky, your salesperson will believe in the product or service and have a true calling to help customers achieve their business goals. But don’t expect them to be you.
When you do hire your salesperson, don’t just leave them to their own devices. Salespeople can be procrastinators (just like the rest of us). They turn to low energy tasks that do not involve selling, especially when the going gets tough. Monitor and keep them accountable, preferably with good CRM software.This allows you to easily see their activity without it adding a big task to your list. Take the time to provide good training on your products and services. If you have a specific selling formula that you have used successfully, coach them and encourage them to improve on it.
How do I chose the right salesperson and how do I compensate?
It is wise to put new sales hires on a probation period. The time frame will depend on your sales cycle for your product or service, but average is 3-6 months. If the facts (and your instincts) indicate that you have hired the wrong person, don’t keep wasting time and resources. You may need to start over a few times before you get the right fit.
Decide how you are going to pay your hire. Considering commission only is tempting. After all, what have you got to lose? A lot! You are investing in your hire and you are letting them loose on your prospects. You are allowing them to represent your company AND affect your reputation. Don’t be afraid to pay a successful salesperson a fair salary and commission, even if it adds up to a lot. If they earn a lot, they are making a lot of money for you. Don’t skimp or change the commission terms.
When you do find the right fit, make it attractive for them to stay with your company. Consider profit sharing and make them an integral part of the company.
As always, do everything possible to bring in the best hire for your position
Partnering with a CRA (Consumer Reporting Agency) that has the services you need to fill in your HR gaps can be a very economical solution. The right partner can help you recruit, integrate your system, perform background screening, provide education and license verification, drug testing at convenient locations, and support throughout the process. Not only can you feel confident that you are bringing the best hire into your company, but you will know that you have done due diligence both legally and ethically for your employees and customers. In addition to accomplishing this at a price that fits your budget, a professional CRA partner pays for it self by avoiding costly hiring mistakes. You can call us at 866 944-0041 ext 101, email or receive a free consultation.
Genesis Background Screening is not a law firm and provides our blogs for informational purposes only. The blog is not a substitute for experienced legal advice. Research any laws or regulations mentioned here, check with your legal counsel if you have questions and to confirm your organization is within the law regarding compliance.
Jacqueline McClure, Genesis Background Screening Services