The number one reason most small businesses fail in the first couple of years is because of low sales. If your startup is ready for someone else to take the reins on sales that you have been handling up until now, here are 5 things you should know about what to look for in a salesperson:
Know that you probably have the most passion for your business of anyone.
You started your business, so it is perfectly fine for you to be the most passionate about it. But, what you should consider is if you are indeed the best person to sell your business, and whether or not you should hire a salesperson at all. If you are really the face of your brand, would you consider hiring someone to help you with other duties so you have more time to be your own salesperson?
Pay attention to other salespeople you like.
Start paying attention to salespeople who impress you, and try to figure out why they do. Being able to recognize good salespeople will give you insight into the type you may want to hire, and also insight into what makes a good salesperson. And hey, if you feel really compelled, you can give a salesperson you encounter your business card and politely end the conversation there. If they are unhappy with where they work or are looking for another opportunity, they will contact you. But you don’t want to be disrespectful to the company they work for, so there is a way to introduce yourself and politely make an offer without doing that.
Know that great salespeople are rare.
This shouldn’t discourage you, but we find this to be true. There is a huge difference between an okay salesperson who is just getting by for your business, and one who is truly delivering. Great salespeople are extremely passionate and they truly love to sell things. Try and find someone who truly believes in your product or service, because their authenticity will come through in their interactions with customers. You either have to hire someone who is proven to be exceptional, or if they are less experienced, someone who genuinely loves to go out, socializing with people and selling to them. People who genuinely love to sell are a unique breed, so if you find one, hold onto them!
Think about how you will pay your salesperson and what budget you have.
You can pay your salesperson a salary, a salary plus commission, or commission only. You can pay commission only in two ways — with an advance, or just straight commission. The very best salespeople choose commission generally since they earn more money that way. But, ironically, salespeople who choose commission can also be the worst, since they have nothing to lose. We advise to not pay someone commission only unless you have a pretty good sense they are an exceptional salesperson. If you are able to pay someone a salary, you will have more control over how and when they work. If you are able to afford paying a salary plus a commission percentage, you are allowing the sales person to earn a great salary when they perform on sales, while still being able to have a little more control over them as an employee. Don’t be afraid to pay a great salesperson a lot of money. They are one of your most valuable assets.
Once you know what kind of salesperson you are looking for, put out feelers within your orbit.
There are several ways to go about finding a good salesperson. Often, you can find one through good ol’ word of mouth. Talk to your current suppliers and clients. You can place want ads in the paper or online, too, just make sure you are very specific and not general about what you are looking for.
Closing:
Hiring a great salesperson isn’t easy, and hiring a bad one is unfortunately the death of many small businesses, so the stakes are high and vital for your business to succeed. If you are able to find a sales rep who is able to deliver the numbers for your business, you are finding gold in a very competitive market.