Hiring sales reps and what to look for

Hiring sales reps and what to look for

Whenever you're ready to start hiring sales reps there are a few things you'll want to think of before you go out on your journey to find the right people. Hiring just anyone off the street or a friends friend just because they need the job will usually end in disaster because the person isn't up to the task to do what you need them to do. You aren't going to want to train anyone to do this, they should already have experience in this field so that you don't have to waste your own time focusing on them. Now if you have someone in place to train sales reps then you can open your hiring criteria a bit more because anyone can be trained.

Below is a list of things to think of
when hiring a sales rep:

1. Same Language or is Fluent
When hiring a sales rep to help close deals, do cold calls or just bring in new business, you will need them to have their original language the same as what you're targeting or at least have them be fluent. This will drastically increase your chances of closing the deal because it won't sound like the potential client is just talking to a call center half way around the world.

Being fluent in a language that is not the one you're being hired for is ok as long as you really are fluent. If you've taken a bunch of classes in high school and want to consider yourself fluent, you need to think again lol. Being fluent means you have had extensive schooling or real world experience with the language for a long time and can talk circles around anyone who is studying it.

2. Understands your niche and products
Hiring a sales rep that does not know anything about your niche or product will just result in you having to train them, and that's not what we're trying to do right now. If you're a small business then you'll want to be bringing in reps that can already sell for you and do it well. If you're hiring someone, let's say a grandparent, to do your sales calls or closes you will have hundreds of questions coming at you from your new hire because they don't know what is going on. Now I'm not stereotyping and saying that older people aren't tech savvy, because we all know that a lot of them are not... Ok, maybe that is me stereotyping lol.

Find someone with extensive knowledge of your product or at least knows the niche and will understand all the selling points. This will increase the speed of closing and in turn will make you more money

3. Friendly Demeanor
Your sales reps much have a friendly demeanor so that the people they're talking to won't feel like they're getting products and promotions shoved down their throats. If the sales rep is friendly then the people on the other line will usually have smiles on their faces and this increases the chances of you getting another sale.

There are actual statistics out there that say a friendly sales rep will get more closes than someone who is aggressively selling. Now I'm not saying that you can't be friendly and aggressive at the same time, there's just a way to do it that will pair well and that really can't be taught. An aggressive sales man is someone you would usually see at a car dealership that wants to sell you every car on the lot even if you're only looking at one model. A friendly and aggressive salesman will show you everything you're looking for and figure out your price range then suggest something else if you don't find what you're looking for. The friendly aggressive salesman will also leave you with all their contact information as well as ask if you have a business card in order for them to call you when their make and model does come in. There are certain ways to get people to say yes, but you have to be friendly and give them everything they're asking for but at the same time getting them to open up their wallets lol.


4. Isn't pushy
Your new sales rep definitely can't be pushy. This is similar to the aggressive sales person I was talking about just a moment ago. A pushy sales rep will usually ask if the buyer can purchase an item for $XXX and if they can't they say something like "Ok, what about this one? No? What about this one? No? Well what can you buy?" A pushy sales rep will almost always lose you money because they will be literally pushing people away from your website or products by the way they're talking.

Hiring a pushy sales rep will be pretty aparant after the first couple weeks because they won't have many sales under their belt and they might get some complaints within that amount of time as well. Try to avoid pushy sales reps at all costs.


5. Can always close
If you can get a sales rep that can always close, you've hit a gold mine. Pay this person a higher commission because they will continue to push you into higher profits. Over the years I've worked with plenty of sales reps and only a few have really caught my attention because their closing percentages were more than double the average I've calculated over the years. Yes, I did say double and I was caught off guard too lol.

Someone that can always close will be able to pull in plenty of clients due to their friendly words as well as how they structure their sentences. They will be nice and friendly, joke around a bit, but closing the entire time. When you watch it, it's like an art form with words lol. You will actually want to buy your own products at a higher price than what they're being sold for on the website which is also yours lmao




In Conclusion:
If you're at the point where you can hire some sales reps you will want to make sure you get a good one. Wasting your money on someone that can't speak the language, isn't familiar with the product or niche and is pushy just won't work well with your bottom line. It's better to pay a higher amount per lead or per hour to have someone who spins golden words of bliss to into your clients ears in order for them to purchase. It's a hard position to fill with someone that is super qualified, but you can find someone if you're patient.



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Thanks!

Razzy