You had tons of meetings regarding expanding your business and the board finally decided you need more sales representatives to cover the market. Hiring a new salesperson is good, but most of the companies don't see the results they were expecting. Are you confident the new employee will adapt to your business?
What to do after you've hired a sales rep
Hiring a new salesperson is great, but most of the companies don't see the results they were expecting to see, and most of the time they blame the employee for not being able to adapt to their business. But how often are the employers right?
Before you decide to start hiring and schedule interviews, you should establish a clear process for the new salespeople to get him to the same level with your other colleagues. Treating this process with maximum importance is what will capitalize your recruiting investments and efforts, not to mention the time you invested.
Here are 5 Steps To Follow After Recruiting a New Salesman:
1. Get him to know your products and services inside out
Most of the businesses provide everyday goods and services, and sometimes managers make the mistake to believe that what they offer is easy to understand. Do not avoid any details, like I said, get him to know your business inside out.
2. Teach him how you sell
I know, he is a salesperson, he is supposed to know how to sell, but every company and every sales manager have a different perspective, a different organizational culture. Just like at Zimplu, we advise our salespersons to talk in a very polite way, to use certain words in a discussion or to avoid certain subjects in a meeting. There is more in salespeople than just being the ones who bring contracts; they are also the ones your clients meet first and make your company look good or bad in the eyes of your customers.
3. Get him to know your audience
This is the step where most of the companies fail. The new salesperson knows your product very well, and he understands the organizational culture, but how much does he know about your targeted customers? Most of the new colleagues will come from different types of businesses, and if they were used to talk to transport companies managers, it wouldn't mean he will be as good as talking to bank managers or consultancy companies. There is a different approach for each type of customer, so make sure your salesperson "wears the right suit".
4. Make sure he knows how to use your CRM
Before you read this, I hope you do use a CRM System. Every salesperson should have an experience in using CRM applications, and the CRM will be the first help he will get for doing his job right. By having a database of customer discussions and contact details, your salesperson will get all the support he needs to get in touch with prospects and start working.
5. Control and Measure
So, your salesperson fits your organizational culture, knows your CRM and knows your business inside out. It's time to go to meetings and start making calls. This is where your sales and management skills step in and help your new colleague correct his mistakes to represent your company the way you want to, so make sure you go to the first meetings together in order observe him.
You just started your business, and your biggest concern right now is to find customers to sell your products or services to. There are probably thousands of prospects to call, emails to send and lots of things to keep track of.