In a recent survey business owners were asked what fears they had when they were looking to employ/recruit a salesperson. The top 3 probably come as no surprise
- Making the wrong decision
- Costly to employ
- Difficult to measure the success especially in the early stages
However the question I believe most small businesses need to ask is, are you ready to employ a salesperson? And will a salesperson actually help grow your business?
As with most professions there have been some massive changes with sales, particularly over the last 10 years. Everybody is reinventing the way we do things and is being challenged as marketing and sales strategies merge. So what has changed, what are the rules of the game and how do you avoid costly mistakes.
You want to grow your business and maybe you want to reach a wider target audience the first obvious requirement is to employ a salesperson… well that was the old way – let me explain
Virtually the only way to sell a product or service was to make appointments to see customers and sell. Yes they used to meet with you to discuss the latest product and you were the font of all knowledge. Now much of that research is done online in the comfort of your office/home and gaining appointments is harder to achieve. After all, you have more information at your fingertips. With this in mind where do salespeople come in?
Whilst much of the repeat sales business is now automated and handled internally many businesses still need to get in front of prospects to attract new customers but there needs to be a change of focus
So you may have employed salesman in the past or maybe it is your first time but…
For a salesperson to be effective you need a sales strategy that interlinks with all the other aspects of promoting your business. So that online and offline promotion works in tandem with the direct sales approach and strategy that aligns with your business (unlike the header caption)
So you need a clear strategy and proposition and the internal systems to handle it. This can then be reflected with your website, brochures, presentations, social media etc and you are then ready to get rolling!
So don`t confuse a salesman with a sales plan/strategy and remember if the strategy is not right the salesman will not succeed
To help you make the right decisions for your business I use the Beacon 5 step process which as an analogy will take your engine apart and rebuilds it using new technology and much improved BHP. This helps to develop the proposition and the strategy which draws you into your target audience and highlights how you are unique.
Our point of difference is that we take this one step further in developing and proving that model by making the approaches direct for you. So we talk about the sales outcomes you want to achieve in your business, this minimises your risk and maximises the opportunity.
This also means you are in control of your business and your all-important costs.
So before you spend in excess of £50k + (including costs) get the plan right first, prove the model and then add the salesman
If anything here resonates with I offer free independent advice in the first instance with a free 45 minute review and advice on growing your sales: For more information email firstname.lastname@example.org or call 07813 898936.