Any experience with hiring offline salesmen?

I always like to hire my own so I can drive my own production, as opposed to outsourcing. That way you can hold them accountable for their numbers and produce consistent numbers that you can make projections on. Always as independent contractors wether you pay them hourly or not.

Im not to fond of sales strategies that you cant control or predict the results consistently. I like to be able to control my outcomes by enforcing quotas and being able to motivate my own team.

Having your own team that you manage is what works best IMHO.

Just put an ad in the paper on on salesgravy.com or craigslist... and start interviewing is my best advice.

If you hire people you cant manage, or if you take on a strategy that is dependent on others... not your own team, you can never produce predictable results that you can count on like clockwork, which means you cant make growth projections and are left at the whims of whatever.

"Grow your own"!!!

I have only hired sales reps locally.
I have yet to hire reps nationally. That is mu next endevour.
I would lile one of my sales reps to the point that they can manage a group, so I don't have to.
What I did was just start them all out with one product. Once they have proven themselves, then and only then, do I allow them to offer additional services. I pay purely comissiom, as I like to pay for performance. I also only hired reps with existing business contacts, like stated above.

I've tried several times to hire sales people. I've found it very challenging. Most of the good sales people I've found are very familiar with companies who want to pay them commission to sell websites, seo and such.

On the other hand, I"ve found appointment setters plentiful. It's easy to find lots of experienced people who will work for 10-12 an hour setting appointments. So you can try that route and at least get lots of appointments.

I've been trying lately to hire appointment setters on salary (10-12 an hour) and then hire sales people to close the warm leads.

But, ultimately, I'm with Andrew. Finding businesses to send your offers to their customer lists is probably more efficient.

While I think Andrew is no doubt brilliant and an admirable teacher... I will say this,

While you are trying to be efficient and waiting for results through some grand passive scheme...a cold caller will have already closed 5 deals.

I would say if you go that route with Andrews idea which Im sure is workable to some degree...the business you approach needs to be a business that caters to other businesses, and not residents.

Og mandino says "I will call on ten prospect while the failure makes grand plans to call on his first".

Now if your prospects are businesses who are gonna pass word of your services onto other businesses...then call on 100 of them and have 20 businesses doing it for you...then it would work no doubt. But you still have to approach it like a salesman either way. You are just selling a different idea now. its not gonna be set and forget, and you will go through 10 different business owners before you find one that really produces significant referrals for you.

When you market passively you have to deal with BIG numbers.

Example; 5,000 impressions to get 100 clicks to get 10 sales... is how it works with IM...or thereabouts...

To find ONE business who will produce significant referrals for you, even though ten might commit, ...you will have to cold call as many businesses as you would customers in the first place... and spend 2 hours per day cold calling businesses to pass on your services and set up those deals... half of them will commit and not follow through, the other half will follow through then fall off if it doesnt make them money the first time around...

Not worth it to me... just quit trying to get around it and sell someone a website.

You dont have to believe what Im saying, but a person who does is gonna make 5 sales to your one.

Im serious. but try it anyway you like.

We have about 20 people on my forum which is only about 3 months old who are consistently making 1k per per week and some even per DAY... most of them started with all their bills due and no money, which is why they came there...

They are succeeding instead of theorizing, because they quit trying to take the passive route and just took the bull by the balls while alll their friends were still pondering hypothetical possibilities and will be for the next 6 months.

Working hard as all get out and having cash in your pocket is better than trying different ideas every week and being broke every week, or making a sale once every two months.

Sorry bro's Im just spitting the unpopular truth. Do something proven. Now other ideas might be proven too...Im sure they work on some level, and a "combination" of them might work even on a grander level...

But if you want to guarantee your results do what works for SURE, and go out and SELL!!! Wether its door to door as Andrew teaches , which is DEFINITELY effective, or telemarketing which is also effective.

This is the reason why webdesigners work jobs alot of times instead of becoming true entreprenuers. Guess who they work for?

People who SELL!

I can hire a programmer or designer by the hour all day long, they need work more than I need them to work for me... I dont have to look far to hire another one...but a SALESMAN....?

They can be an entrepreneur for themselves just fine. I need them more than they need me.

Just the facts.

I use to have webdesigners threaten to leave because they were "specialized talent" or whatever... and I would just say "walk then", because there are more of them out of work than ones who make even $300 per month.

Its true.

But if my top "salesman" tried to push me for a raise...then Im in a position! They are simply more valuable.

The point Im making is this.... if you think "hardcore" and not try to find ways around selling... you will make more money.

Either sell or manage some salesman. This isnt meant to be a cocky post...just TRUE.

Take it or leave it. Your bank account not mine. Im just tryin to help.

There is a lot of information to digest in the above posts... I want to respond soooo bad....

but I think it has all been covered.

It is really not that hard to just do it... I have spent more time in my life trying to do things the easy way. I finally figured out. If I would have just done it along time ago.... I would have been done before now.

I see Dukes getting that same experience.

I love it....

I don't even know where to begin. I have read this thread and disagree with some many things in it. I also agree with some things as well.

I have been in sales for 17 years. Take my advice for what it is..an opinion.

Im going to ask you some questions Sardent to help you find the proper sales reps.

1. What are you selling? I do not want a 5 page essay on it. I need to know what it is within 3 seconds then you have 5 seconds to tell me why I should listen to you any further.

2. As a salesmen I love working for commission. WHat that says to me is "Im in charge". However, what is the pay structure? What do I get for the long term being with you and selling your products? What am I going to get if I make you a million dollars in one year?

3. If sales is your weak point then I suggest you pick up " The Sales Bible" by Gitomer. This is a tremendous book that will walk you through everything step by step in the sales world. Once again it is a starting point in the right direction. You can't expect to hire sales reps and be taken seriously when you yourself have not been in their shoes.



Plenty more coming...im starting with this post and working down.

Have to disagree millions llc... I am a pro salesperson, even trainer... but if I needed a job the first place I would look was career builder. It doesnt make sense that you couldnt find good reps online... the numbers alone would indicate that it would be the place where you could find the MOST.

A sales person knows the law of numbers... Im surprised you would say this.

Rule of numbers:


If your selling online or face to face there is a formula you must have. It helps you determine your sales ratio. Let me give you an example:



example:


Calls Made: 100
Decision Makers talked to : 10
Appointments made: 5
Sales made : 1


So now you can see a pattern starting to form. You can start to see what areas your weak in regarding the sales process. This is a standard for online and face to face sales. If you dont understand your numbers you dont understand where your failing and where your money is going.


So what does that formula above tell me. it tells me we have a lot of work to do heres why:

100 Calls were made ( this is a good thing and bad ) . If hes calling that many leads he better have a minimum of 10 appointments.


10 decision makers ( this is not a good sign. This shows me he is having trouble going from the opening to getting the person with the money on the phone - RED FLAG )


5 Appointments ( while this may seem good its not. Why did he have 90 other people hang up on him? However 5 appointments is better then none- RED FLAG )

1 Sales - ( yes a sale is a sale however you should have a lot more of these- most likely you are lacing on the closing process, finding the customers true needs and desires. This needs to be worked on as well.)


As you can see you can build a whole story just by keeping track of the numbers.

okay... you win. The law of large numbers only applies to sales... not finding sales people.

Independent contractors. However thats for my own convenience, not because its better necessarily. Always. I have actually hired and fired 1000 sales people in my time and every ounce of it is verifiable... believe me you dont want to open this up. and YES I have telemarketers that work for me NOW. In fact I have 20 people on this very forum who I have trained to make their first sales, some of them making up to $1000 per day now.

Like I said, testing my metal as far as sales experience or knowledge will only have you wishing you could change your username in the morning. You dont want to do it.

You win the law of large numbers only applies to sales.

Hi Sardent,

I work with existing salespeople I know or used to work/deal with. I have a Real Estate agent, Inserance agent & Tv Ads Sales lady working with me on commissions. They already have a network of clients. Many need websites & social media, especially growing their brand.

Working with them for 3 mths now. Each of them closes a client a mth. They help me sell a $1,500 package to clients. They get $300 for each client closed. $200 recurring commissions each mth for a client closed - for 12 mths. Outsourced work for each client costs me about $150. So my take - $1K.

If they closed 5 deals they get the full $1,500 for each client (total of $7,500) - of the 1st mth & $500 mthly for 12 mths.

I will be having more clients & looking forward to increasing the package for each client.

Definitely want to use the tactics in Mr John Durham's 'Million Dollar Idea'.

My salespeople only know what the packages are about, to market to clients. Not how to do the services. Everyones happy...at least up till now.

Here is a video for inspiration.


I believe in focusing on what works rather than worrying on what doesn't work.
We become what we focus on.

Cheers!
Shawn

Hi Richard,

Thanks for your advise. Indeed I'm open for criticism. I truly believe you know that I didn't mean it that way as to 'totally sweep the flaws' under the rug.

Was highlighting the habitual 'analysis paralysis' of many. Many need to just do it, instead of worrying. If one doesn't make the mistakes, then no lessons to learn.

Cheers!

Hi ShawnPeter,

How did you decide on your commission schedule?

I want to thank everyone for their input into this thread, it's given me a lot to consider.

I especially want to thank John and Millions Forever LLC for the breadth and variety of their knowledge.

Where I'm coming from, John knows a little from a thread he started, is that I am 51 and basically starting life from scratch again.
For the last decade I was the Northern California regional manager for a multi-state corporation.
I've done it all, hiring, firing, training, HR, policy creation, and vendor/client relations.
99% of the training manual used by this corp was developed and written by me. The upper level training, that of the training program training the trainers to train, was also developed and written by me.
Training to do the job, training how to train, training how to interview...
The operations/phone scripts and training were developed and written by me as well.

I know about numbers. When it came to hiring people I would see a thousand or more applications of which I would interview 250.
Twenty-five would be asked to return for a second interview.
And I would have to offer 10 the job for 1 to actually show up and take it.
I know about the numbers game.

I ran my ass off for this company 24/7, and then the economy tanked, the company almost tanked, I was laid off, and now I'm 51, and three expensive funerals and a father of the bride bill later, and starting over from scratch.

I simply cannot trade my time for money anymore. And certainly not for the mouses share.

I understand my weaknesses, that's why I need to find good people to surround myself with.

Before my wife passed away I was an artist/photographer/writer, she was the schmoozer. She was good at making the sales. Fact is, she schmoozed me into marrying her.:p

I have an artist's passions, and if you reject my product you are rejecting me. I will probably be angry, indignant, and disgusted by your appalling lack of good taste.

I'm a big (think grizzly adams) intimidating guy. People comment on my avatar, and in real life, and tell me to smile. I respond - I am smiling.

If I have a forte, it's writing. The customer contact, followup, and upsell after the initial sale is no problem because I can do it by writing and no one is put off by my demeanor. I can make my writing live and breathe if necessary.

I am apparently, also longwinded...

Anyway, thanks for the GREAT advice guys!

Much Love to you Sardent. I am an artist myself having been a fulltime staff songwriter for a publishing comopany for 6-7 years prior to my 30's, still love music... I understand you passion, and also how you want to leverage your time. I think offline is a great way to do that because you dont have to wait for the results... Hey you only need ONE good salesman to make yourself a KILLER income. Its well worth the effort of finding that one my friend...then you can spend your days doing what you love and keeping the fire burning!

Hope you do just that!

-John

Hi Sardent,

Thank You for sharing with us. Its nice to know another artist. I do 2D animation & currently run a small '2D Animation Class' for kids.

As for my 'Commission Schedule', I brokedown my costs and my margin into units of work - typically services and raw materials, then decided on how much I could afford
commissions for my 'salespeople'. Some say I'm giving to much commission to my people, but I think its just fine.

Looking forward to learning from you Sardent.

Cheers!

I have two really successful sales people right now. They get 50% of the up front fees and 25% residual. It keeps them motivated and I still make great money.

Millions llc... thanks for the email. Im sorry man, dont know what got into me... looking forward to being friends!

There are several options when it comes to recruiting sales reps and leveraging other people to sell your product/service...

I've been building commission-based sales teams for years, and the key to success with recruiting is to ABR... Always Be Recruiting.

You can't throw an ad up on Craigslist one time and expect your sales allstar to come to you from the first ad. Can it happen? Yes, but it's normally going to take more than one recruiting ad to get there.

You have to have resumes coming in regularly... even if you think you have enough sales people because you will have turnover. It's just the way it is with commission-only sales people.

You also can't give up when a Craigslist ad doesn't work. There are a lot of other places to find sales reps. Some online... some offline. One of the best sales reps I ever recruited was a waiter at a restaurant. People in customer service jobs can make EXCELLENT sales people.

In many cases, bringing people onboard that aren't 30 year sales veterans can make you a lot of money. Let's face it... if the 30 year sales veteran is good at selling, he/she's probably not looking for a job. And in many cases, the veteran may have bad habits and sense of entitlement. Not saying this is always the case, because I've had 60-70 year old guys working for me with 40+ years of sales experience that were awesome, but I've had a lot more that were the other way, and most of them talked about how great they were instead of actually showing it in their numbers.

You also need to keep your training low-tech and start your reps on a simple product or service. When I first started my insurance agency several years ago, I recruited some commission-only reps and wanted them to sell multiple carriers, multiple products, etc. I learned quickly that was not the way to do it... Starting with a simple product or service that the rep can become an expert with and then adding more the mix later on makes a lot more sense.

If you have a sales rep on salary, it's a different story, but if you're recruiting performance-based reps, then they probably can't go for several weeks or months without getting paid. They need something they can learn quickly and make money with fast. You can always add more later... Not to mention, if you focus too heavily on the tech-side of things then they'll spout off a bunch of FEATURES instead of BENEFITS to business owners... This will confuse the business owner and the business owner will say... "I want to think about it".

Something else to point out... If you're bringing sales reps on-board on a commission-only basis, if they're involved with non-competing businesses, that's not a problem. In fact, there could be an advantage there as they will have some other contacts that they can talk to your product or service about.

Now, there are things you can do instead of building a sales force or in conjunction with building a sales force:

1. Find strategic partners that you send leads to that handle the selling and fulfillment while you take a cut. Basically you generate the leads or send your existing clients over to them and get paid on the ones that convert.

Example: You or your sales force focuses on web design, but you see the need and get asked regularly if you could offer social media services. Instead of telling them no or trying to become the social media expert, you simply find a social media expert and send all of your web design clients to him/her. You get paid, and you're able to leverage the social media expert's knowledge, case studies, sales funnel, and fulfillment system.

Obviously, this can be scaled like crazy.

2. As someone mentioned earlier in this thread, you can get other businesses and B2B sales reps to essentially promote your stuff. You might end up having to close the sale (or have one of your seasoned sales reps do it), but you pay them a referral commission for drumming up the business for you.

I'll end on this note... There are a lot of potential sales reps, strategic partnerships, and referral relationships out there that can really take your business to the next level. Setting these relationships up and/or recruiting sales reps does not happen on it's own. It takes action and tenacity to realize success in anything that you do.

--Joshua