How Do I On-board Sales Talent to Grow My Company?
In a business where the owner(s) are so much of the sales wheel, how do companies break out to the next level? Adding sales capacity may be the #1 issue for CI Companies that want to grow.
Contracts take time to close. And, from contract to completion, it is months and sometimes years. Even seasoned salespeople need time to fit into the new organization.
While this is a broad topic and deserves much more detail, here are a few pointers:
1) Determine if you are ready for new sales people. Sales come after marketing. If your company isn’t getting leads, you need better marketing for new salespeople to have a chance.
2) Get them productive by engaging with clients Day One in the customer service side of your business. This also offloads your already productive sales people and justifies some of the start-up cost.
3) Make sure they integrate with the team: from design, proposal, tech, etc. Selling is a team sport.
4) Have a 90 day plan on what you expect them to accomplish
5) Use deposit money to compensate them on deals they close early and apply it against their draw.
6) Give them a comp plan that promotes climbing the ladder of productivity; sell more/make more; no salary-only or capped plans.
7) Recognize million-dollar producers and every multi-million milestone thereafter; create a competitive, celebratory, but cooperative environment.
Most importantly, hire a team player – not the superstar sales guy that can’t play nice with others.
Being able to add sales capacity is a must to grow the company. Having a system for doing it, gets you beyond the limits of one or two salespeople. Good Selling!