"The reason why you have sunk 100s of thousands of euros into your sales team with no results"
Unfortunately, all too often, businesses sink money when leaders and CEOs remove themselves from the sales process. Why is it always such a struggle to hand sales over to someone else in the business? The question which is regularly asked is, "Have I hired the wrong person?"
Honestly, I don't really think there is a right person. It's a combination of elements that you have to have in place that makes a great salesperson.
These are as follows:
- Do not hire someone and expect them to fix the sales problem for you. It is the founder who has to get the sales pipeline right before the hire, making sure that you can close deals.
- Hiring the right salesperson is not so much about his or her experience or preexisting knowledge. Rather, it is how competitive the person is and whether or not the individual is willing to learn. Can the person stand the heat?
- You need the right ramping and training in place and this should not exceed 60 days. Anything longer than this means that your training is off.
- You need to be with them at all times, in terms of making it a team goal. If they are not closing, you are not closing. Ultimately, you are still responsible for sales and it is your job as founder to get it right.
