Many business owners think that in order to increase revenue they simply have to hire good salespeople. That thought process is actually the reason many businesses hire a salesperson but still don’t grow sales.
You want to grow sales so you assume that if you hire “experienced” salespeople they will know how to find more qualified opportunities and close more sales. Or, you hire someone with the “gift of gab” thinking that they are a born salesperson. And, because they have the desire to learn your industry, you assume that once they learn the industry, they will be able to sell.
Unfortunately, there is no such thing as a “born salesperson.” People may be born with talent, but talent alone is not enough. Think about how many talented athletes have never made it to the Olympics.
Prospecting, finding opportunities and setting qualified appointments, is a specific skill set.
Selling and closing sales is another specific skill set.
Prospecting and selling are two completely different (although certainly related) skill sets. Think of it as the difference between asking someone for a date… And actually, going on the date. Prospecting is asking for the date. Selling is going on the date.
Many “experienced” salespeople don’t how to prospect.
Just because someone has experience, even if it’s in your industry, that does not mean that they will be able to sell for you.
Some numbers to know:
- The average sales organization salesperson turnover rate is 34%
- One in ten companies experience turnover rates above 55%
- 89% leave due to deficient compensation, meaning they’re not making enough money which also means that you’re not making enough money
- It costs upwards of $115k to replace a sales representative
You need to have a clear, consistent, replicable, benchmarked process for lead generation, appointment-setting and closing sales. It is only when you have a consistent, benchmarked, system that you know what works. Then, having this benchmarked system enables you to train your sales people, keep them accountable and make them successful.
The problem you need to solve before hiring a salesperson is: What is my consistent, replicable, benchmarked process for lead generation, appointment setting and closing sales?
