Is hiring the answer?
Strong sales capability gives businesses a distinct competitive advantage. One way to improve it is by developing a great sales team. However, hiring isn’t always the answer to sales problems or a surefire way to increase revenue.
When should you hire?
- Sales goals have increased. You are forecasting new goals, and are at capacity,
- Your existing sales activities are bringing in healthy revenue. This will mean you have the capacity to invest in a new salesperson.
- You need more specialised skill sets. You’ve identified a sales skill that’s not present within your existing team. For instance, you have a team of farmers servicing long-term accounts and need a hunter to develop new business.
- You want to break into a new market. A salesperson with experience and connections could help give you a foothold in a new space.
- You have tried to automate the tasks with technology, but it hasn’t worked. Before hiring, you’ve done all you can to systemise sales, and are confident a new salesperson will be fulfilling a role you can’t automate. . .
The #1 reason not to hire.
One of the biggest mistakes I see leaders make is hiring salespeople to relieve the burden of revenue. If you’re experiencing a sales crisis, and aren’t intimate with your sales process, I recommend working on this first. Asking a new salesperson to fix a problem you know little about is fraught with danger. Take the time to deeply understand how sales works for you. It is key to sales growth, and ultimately, building a great team.
Help to find a hunter.
To help you select your next superstar, I’m sharing this interview guide. Hire a Hunter Interview Questions. Get insight into sales thinking to conduct a meaningful interview with your sales candidates.
A fresh perspective on your sales.
You may also qualify for a Good to Great Audit (90-minutes). This is not exclusive to advice on hiring, we can meet you wherever you are on the sales journey. We get under the bonnet of your sales and give you a clear understanding of your situation and opportunities for growth. It’s my hope you will walk away with a clearer path forward, and three quick wins that you can implement in your business right now.