Thursday, July 28 2022
There is an epidemic failure in the payroll industry when it comes to salespeople, as 66%* of all payroll service salespeople quit or get fired in their first 4 to 12 months of employment. In fact, I saw one payroll service owner hire and fire four salespeople and one sales leader at the cost of $200,000+. By the way, each person was employed, on average, for 6.4 months. Ouch!
9 Tips To Help You Avoid Hiring The Wrong Salesperson.
If you want to hire a sales professional, I have listed several tips for you to consider below.
Tip #1: Review Your Hiring Process – Before you hire a salesperson, review the following:
Tip #2: Pay A Bounty - Go to your staff, database of contacts, and vendors and say, “I will pay you $5,000 if you can help me recruit a salesperson.” By the way, you will only pay the $5,000 if the salesperson produces $X in revenue in their first 12 months of employment (a lower amount based on employment/revenue produced).
Tip #3: Check References – Reference checking is critical when hiring a salesperson as 57% of all people embellish their resume when it comes to their “skill set,” according to a careerbuilder.com survey.
Tip #4: Ask Their Past Employer(s) This Question - “If you had the chance, would you hire <first name> again?” Their response, or lack of an answer, will be eye-opening.
Tip #5: Look Deep Into Your Rolodex, LinkedIn Contacts, And Vendors - When you have an open sales position, reach out to your contacts to see if they know of anyone who might be interested in a sales position at your company.
Tip #6: Test Candidates On The Computer – Before you hire a salesperson, test every candidate on their ability to type as there is a direct correlation between technology skills and sales success.
Tip #7: Don’t Hire Salespeople Who Will Work From Home - If you can avoid it, hire a salesperson within a reasonable driving distance from your office.
Tip #8: Develop A Formal Onboarding Process - BEFORE you hire a salesperson, make sure you have a formal onboarding process (sales training manual, sales tracking reports, databases, sales scripts, etc.).
Tip #9: Mandatory Things To Do - BEFORE you hire a salesperson, do these two things:
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books; Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.
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