Hiring, training, and managing a sales person or a number of them ranks right up there with public speaking. It’s why you’re in business, though, so attack it with the same sense of necessity and urgency that you put into making your collections calls.

Hiring a Sales Rep

This is the most critical part. Get this right and everything that follows will benefit. Get it wrong and you’ll wish you’d never opened your doors. Hiring a sales rep requires that you look for a different set of skills than hiring a craftsman or an office-worker. You’re looking for the right mix of intangible assets to fit your company’s product or service offering, and your corporate culture and even if you’re a seasoned sales rep yourself, the process can be very tricky.

We can help you with the screening process in every aspect from writing the ads to pre-screening to personality profile testing to the final hire. The cost to do so is far, far less than hiring the wrong person.

Sales Training

Sales training began for your new hire long before you met them (old habits!), will continue throughout their tenure with you and long after they leave your employ. You want them to represent your company in such a manner that your brand/image in the local community improves as a result of their work, your profit margins improve because of their negotiating skills and many other positive results that should manifest themselves with proper training.

You may face one or more of these challenges in achieving positive sales training results:

• You simply don’t have time to train a sales rep.
• You’ve never been a sales rep yourself, and don’t feel confident in the coaching role.
• Your sales skills are strong but “teaching” is not your strongest talent.

We can help you establish and implement an effective sales training program. Let’s talk, then we’ll draft a sales training program that makes sense for your company and your budget.

Sales Management

Definitely not the same thing as sales training although the two are intimately intertwined, sales management is about monitoring and managing the efforts and activities of your sales force. The goal is simply to ensure the application of time and resources to the proper activities and prospects to achieve the desired outcome. This is largely a numbers program with a dash of common sense and experience to hold it all together.

This is another area that we’re wildly qualified to help you with. Our experience will benefit your sales efforts immediately and once your program is developed we’ll teach you how to implement and monitor it and what to look for.

Sales Rep Termination

No fun but a necessary part of Sales Management, knowing when to terminate a sales rep’s employment is critical to the financial health of your business. The wrong rep can ruin your reputation in the community, and your balance sheet, almost overnite.

We can counsel you in this area and provide a framework for you use in determining your proper course of action and when to act on it.

We Have The Experience; You Have The Need!

Call us today at 214-213-7445 and let’s share a glass of tea or coffee and talk about your sales force efforts. The talk is free and we’ll even pick up the tab for the tea!

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Phillip Crum is the Chief Idea Officer of MarketingMeasure located at 2414 Arbuckle Court Dallas, TX 75229, and is committed to the idea of helping small business owners do a better job of finding their next customer or client. He and his two sons,Tyler and Preston, also own a Sir Speedy Printing franchise and employ those additional capabilities in the overall marketing services menu of offerings. Phillip can be reached at 214-213-7445, or pcrum@MarketingMeasure.com.