My web company has been in business for close to ten years. We sell a digital product. I bootstrapped the business and for the longest time we saw steady growth. I had experience in web advertising and that is what I pursued. Bringing people in to us from the web.... One thing I never did is hire sales people to go out and try to bring in bigger clients who would purchase larger amounts of our product. (And our business model is the type that would sustain this.) At this point, we have gone through some tough stages and money is tighter than usual. We are down to only a few necessary employees. I am wondering if there is a process for a company at my stage to find and hire salespeople. I honestly don't even know where to start. I do believe that if I had someone who could regularly hit up various companies, etc. that we could grow, but right now we don't have the budget to just hire a full time sales person out of the door. I know I can do this job as well and have been doing it as my time allows, but I only have so much time to devote to it. Thanks for any help or advice!
Start with your goals. Knowing your goals and measuring your performance against them is the most important place to start. Multiply your customer goal by the average sale price of your company’s product to get the amount of revenue you should be aiming for. Make sure you set personal sales goals as well. You can always tell when a salesperson is in the top 2% of their organization. Aim to be in the top 2% of your organization. Recognize that sales are a process. Sales is not an art. Sales is changing rapidly, but some things will always be the same. To get customers, you will have to establish their needs and interest in your product, address inertia in their business, and determine a timeline to sell. The way your company moves through the funnel, however, will be unique. If you treat every sales process the same, you could easily miss something. Understand that every business has its own playbook for a reason. So, before you ever get on the phone with a prospect, sit with your managers to thoroughly understand your company’s process. This will include learning how to position your product, gaining strategies for speaking with prospects, understanding your key value propositions, and discovering what your ideal customer looks like, just to name a few factors of any successful sales process. Identify business pains.
You can read more here: https://blog.hubspot.com/sales/keys-to-successful-selling-for-the-first-time-sales-rep
Besides if you do have any questions give me a call: https://clarity.fm/joy-brotonath
Answered 3 years ago
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