As a CEO or entrepreneur, one of the biggest questions you’ll have in mind is: how to find good salespeople ?
Generally, you’ll need to hire some good salespeople when you’re scaling your company. Now the job of these salespeople will normally be to take the given leads and make phone calls to potential buyers for your business. They’ll have to follow up and make conversations with these leads to maintain a good relationship with them, and eventually close the deal.
A common mistake that many business owners make during this process is paying salespeople per hour. In this scenario, what these people will do is that they’ll tell you they’re having great conversations with your potential clients. They’ll extend the duration of said conversations, and keep continuing this while giving you hope that the deal is just about to close. They’ll keep on making a greater number of longer duration calls just so that they’re paid more, but in the end, they’ll have closed nothing. It goes without saying that this will be very bad news for your business.
Important Things To Consider While Hiring
The point here is, it’s important to choose your vocabulary carefully when hiring salespeople. You don’t just need good salespeople, what you need are closers. Sure, you can find a lot of people who are great are communicating with clients. They’ll be able to give the perfect demo, do the right prospecting, follow up and have multiple conversations, but what they’ll lack is how to bring the deal home. Unless the deal is closed, all that work goes to waste. Your main goal is to make a deal and generate revenue for your business, and all the effort you put in to attract and talk to good buyers will consider to have failed if this goal isn’t accomplished.
Therefore, finding the right salespeople isn’t necessarily an effective approach here. What is important is that good salespeople need to find you. Good closers in the market need to be looking for you. For this purpose, these people will need to have the proper structure.
The most common places that business owners go to when looking for salespeople are Craigslist, Indeed and posted ads. However, this is not where you’ll find the right closers. The first thing to understand here is that any salesperson who’s looking for a job is probably not very good at what he does. Any good salesperson has already been hired and is closing a deal at the very moment that you’re searching through ads looking for him.
Secondly, you need to realize that your expectations from these salespeople need to be realistic. A large number of CEOs expect their sales representatives to be some sort of magicians. They’ll have no leads and little to no revenue, and hire salespeople thinking that’s their key to suddenly earning a million-dollar worth of revenue. If your venture lacks the potential to be successful, if your product and your message aren’t appealing to the buyers, there’s nothing the salespeople can do to help you.
Hiring good salespeople and expecting them to take forward a poor business is equivalent to having the best driver in the world but expecting him to drive a car that has no engine. Only when you have the right business, the right product and good marketing can the salesperson add to its effectiveness. Ultimately, you need to make sure that you’re matching a good business with a good closer, and voila, you’ll be rich in no time!
Moreover, having a good business is also an important factor in attracting good closers. A salesperson who’s good at what he does and has an understanding of the industry won’t agree to join your company if he recognizes the weaknesses in your business. You need to give him a good engine and a good structure to hold onto, and that’s when he’ll do wonders with it.
Still can’t find the right people ?
If you’ve catered to all these aspects and are still unable to find a good closer, the best way to deal with this is to train your own people. Not only is this the most effective way to develop the closers of your choice, you can also have as many salespeople as you require for your business. So if all else fails, I suggest you try to train the people of your liking to become your sales representatives, and this method will surely give you great results!
