Naomi Johnson 3m 743 #salesforce
The views of this article are the perspective of the author and may not be reflective of Confessions of the Professions.
Sales is a crucial part of any business. It’s not just about selling products; it’s more about selling your company’s brand, culture, and values to the people who want to buy from you.
The role of the salesperson is, of course, convincing your customers to buy more of your product or service, but they are also in charge of new customer acquisition, which is often the most difficult part of any business.
And the importance of having a great sales team is not just limited to its role in revenue generation. They also have a significant impact on the company’s brand image. A good sales team can help build trust with their customers, improve customer retention rates, and increase overall customer satisfaction levels.
How to Assemble the Team
Most small businesses start hiring their first sales team based on referrals from people they know and trust. However, that may not be enough to give you the size hiring pool you’ll need to choose from.
When you’re looking for experienced salespeople, you can find many of their profiles online on sites like LinkedIn or Facebook. You can resource candidate screening to a recruiter or a temp-to-hire agency.
Look for any upcoming job fairs near you. Participating in a job fair is a great way to gain access to many potential candidates who are eager to begin work and will already have their resumes with them.
Some traits are specific to your business, and some are general qualities you’d like to see in any candidate. Knowing what you’re looking for in a salesperson will help you articulate your needs so the candidate can assess if they’re the right fit for you.
An important decision you’ll have to make before you hire is how they’ll be compensated, salary, commission, or both. Each has pros and cons, and your type of business and per-point revenue will help you determine which is best. However, you should be aware that with a 100% commission, you may experience higher turnover and a smaller applicant pool.
Training the Team
Like any new team, your sales force will need a coach, you, to introduce them to your company and products, explain the culture and background of the business, and set expectations and goals. A good goal should be specific and measurable so that expectations are clear for both you and them.
Give them a script to follow, one that you may have found helpful when you first began your business. Let them practice it with you and each other until they are comfortable.
If they’re new to sales, they may not be prepared for the expected rejections, so assure them that the more people they approach, the better the odds they’ll get a “yes.” Provide them with tips and skills to overcome those rejections until they begin to see them as a challenge to overcome rather than a sign of defeat.
After the first two weeks, when everyone is getting comfortable with each other, try taking everyone out to a casual lunch so they can talk about the job, family, or outside interests just to get the group to bond and begin feeling like a real team.
Or, for real team building, try taking everyone out for a fun event like an escape room or laser tag, where they can work together toward a goal in a fun and relaxed way.
When Your Team Grows Your Business
You may want to create a DBA (“doing business as”) name for your company to help your sales team. A DBA name makes it easier to branch out into new services if you want to sell products under a different name, and if a domain for your business isn’t available, you can market your services under a different name.
A DBA is not a legal entity or a business structure, like an LLC or corporation, so it doesn’t provide liability or personal asset protection. But a DBA lets you open a business bank account and accept checks for that business name.
A good sales team can take your business to the next level. With a good team, you will be able to achieve your business goal and if you’ve put together a really winning team, take your business to greater success than you ever imagined.
Visit Confessions of the Profession to find a treasure trove of fascinating business topics.
(
