You’ve been working hard, really focusing on your sales and your business, and things are going well. So well, in fact, that you’re ready to expand — which in your case means bringing on someone else to help out with sales. That’s great! Just make sure that you have these three things in place first:
A sales process/structure/system that works
Don’t even bother putting up a job listing for a sales person if you don’t have a working sales process in place already. You need to know what works for your business so you can guide the person you hire — otherwise your business’s sales activities are almost guaranteed to be all over the place, and you and the sales person may even end up cancelling out each others’ efforts!
A good understanding of your sales activities and how to track them
Similarly, you need to know what your critical sales activities are. (Those most fruitful selling activities you do to help generate sales in your business.) Examples could be networking, referrals, promotional emails, social media activity, sales meetings and so on.
You also need to know how to track the results of your critical sales activities so that you can see what’s working and what isn’t, and know how to pivot on those things that aren’t paying off.
If you don’t have a handle on these things, you won’t be able to direct your sales person towards the activities that you know will have the biggest payoff — and you won’t know enough about measuring your results to know whether your sales person is effectively selling or not.
You understand sales
OK, you don’t have to be the end all and be all when it comes to selling. But you do need to understand sales enough to be able to manage, motivate and develop your sales person going forward. When you hire someone to help out with sales, that’s what they’re there to do — sell. You’re still the owner of the business, which means that it’s still your responsibility to guide and direct them.
What’s more, your staff will end up doing exactly what you teach them to do, for better or worse. are key for productivity, and those can only come from you. Finally, employees who are motivated and directed tend to be much happier in their jobs, and happy employees make 37% more sales. Talk about a win-win!
Until next time,