When Should I Hire a Salesperson?
There’s a fair amount of confusion about the word “sales” and when and if this role should become a part of your business.
In this episode of the Thrive Biz Chat, I take out the mystery of this role and break it down for you to help you get some clarity.
And this will help you also answer if you should have a salesperson at all!
I’m Celina Guerrero, your 90-Day Sales Director.
I help business to business Founder-CEOs and consultants break through their current revenue ceiling by bringing relationship-based sales into their business as a means for increasing revenue.
#salescoach #businessgrowthstrategy #revenuegrowth #businessdevelopment #thrivebizchat
Transcript:
There’s a fair amount of confusion about the word “sales” and when and if this role should become a part of your business.
So as usual I’m going to take out the mystery of this role and break it down for you and get you some clarity.
This is the Thrive Biz Chat, where I cover all the things it takes to run a thriving B2B service-based business.
Today, I’m going to answer the question, “When should I hire a salesperson”?
And this will help you also answer if you should hire someone at all!
If you don’t know me already, I’m Celina Guerrero, 90-Day Sales Director.
I help business to business CEOs and consultants break through their current revenue ceiling by leveraging relationship-based sales in their business as a means for increasing revenue.
If you’re thinking about hiring or just hired or had a recent sales hire fail, reach out ‘cause I probably can give you some sound advice on improving your situation.
The way I’d like to answer this question of when is by getting clarity on the why?
Why are you thinking about hiring a salesperson? Why does anyone hire salespeople?
1. Salespeople bring human conversation to your business.
E-commerce doesn’t really do that. Marketing does it somewhat, but not really.
Usually these days, salespeople are brought in because your potential clients want to have an actual conversation with someone at your business before they buy.
2. Salespeople can go out into the world, identify, start conversations with and close new clients.
So that’s the general “Why”, but let’s look at the 3 main “Why Nows?”
- TIME Replace work someone else is doing.
- GROWTH Want to have more conversations to generate more clients.
- QUALITY Improve the quality of conversations you’re having to generate more clients.
You can have more than one. But these are the basics.
Basically once you have your why, you can look at what and when?
What activities will your salesperson take on? When in the sales process are you looking for them to be a part of?
There are 3 Basic types of activities salespeople take on, related to when.
- Outbound sales - find, communicate with and confirm client engagement.
- Inbound sales - enrollment, discovery calls with leads brought in by marketing.
- Sales development or business development - cultivate qualified leads and someone else is going to continue that conversation with them and confirm client engagement.
So, the answer to when should I hire a salesperson also relates to the volume and profitability, but that’s simply going to be dependent on your unique business and you can only really get those numbers once you’re clear on the why, the what and the when.
Step 1: Answer why? (can’t just be annoyed with doing sales yourself.)
Step 2: What would they do?
Only then, can you really answer profitability and so on.
If you have questions about this, message me on LinkedIn or find me on my website.
You can go to www.90daysalesdirector.com