Hiring sales people

I have worked with a handful of people here locally, selling various stuff but mostly SEO/website development/video related packages.

I recommend looking for people that already have a huge local network (think local insurance salesmen, etc) and see if they are looking to make some extra money. I've had the best luck with "part time commission-based" ads and "middle aged" people in general for this type of thing so far. I'm finding that some of the younger people I sent out are certainly more tech-savvy and understand the sales material better....but they are lacking that "closer" mentality that only experience can bring.

People just generally look at younger people walking into their business and think "please don't try to sell me something" IMO. A local guy that knows the town and the people knows how to speak to a lot of these business owners a lot better than a teenager at his first sales job.

My only other tactic to attempt is to go for the young female saleswomen approach. It is certainly a bit "sexist", but there is a reason why a lot of the major companies out there employ good-looking college aged girls to sell their stuff. I figure it is worth a shot, as I would also increase my dating prospects at the very least.

Try Craig's list. Consider some one older or semi retired who really knows the local business community. They were brought up in sales very old school and are used to rejection and have years of closing experiences. They are under employed due to their age factor and as such make good candidate for independent contractors. Especially if you have internet buddies that also want to "share" your sales rep for non competing services.


The suggestion of a local insurance rep is good. I would also add in find some one who is already selling to the local business community, wants extra money, is not selling web/seo/internet services and wants more action in the sales game.

Also look for older guys that have been divorced several times and are supporting multiple families and have child support payment commitments.

There are also lots of older women coming into the job market yet have family responsiblitys one the kids get back home. Also older "empty nesters" who are getting back into the job market should be considered especially if they have previous sales and customer service job experience. Juggling household and kids is just as hectic as dealing with sales prospects.

Commissions
Pay them for performance. No Performance no money. This will weed out 80 percent of the candidates. Any strong sales rep who is confidant and believes in your products and services will not wilt and weep at this. They will say OK where my list of prospects and hit the phone/road/main street. Older folks were brought up on cold calling and walk in cold selling so training will be less involved.

You can pay them 20 percent and up, plus bonuses and spiffs of what ever the front end work sold. Keep them focused on front end work to keep the sales funnel full and working. Spiff or bonus them for continuity if they are actively involved in keeping and managing the continuity. Many don't even give commissions on continuity only the front end.

Hope that helps.

India is good, and finding them is easy on oDesk. However, I would say don't go for an Indian (nothing personal) but for perhaps a Philippino they tend to sound more American and a lot of them have very neutral accents.

However, be warned: you will need to keep them on their toes because I find the performance has not always been that great. If you could find an affordable US based caller then that would be better, I would imagine.

I recommend reading this report to anyone looking to outsource.
http://www.uobim.com/virtual-assistants-personal-employees-direct-save-money/#renan

These are all really good ideas. I have found that while younger sales reps understand the product better, they need more hand holding. The process is not yet ingrained in them so you end up spending half your time making sure they are taken care of.

Middle aged and older salespeople are able to deal with rejection, get past gatekeepers better, and have more in common with most of the business owners. And they have bills that they have to pay so being driven seems to be a given.

Anyone have any good training programs I can simply turn over to a new sales rep. video and print based, to get them started selling SEO or Websites? Everything I have is designed for the Business Owner and unfortunately that teaches them to go out and start their own business.

If anyone is interested in talking about putting a product together to do this let me know. Maybe we can make a WSO out of it.

Boss

Dr. Dan,
thanks for the Plug in Brother, and am So Happy you got so much out of the Hiring Super Stars Manifesto. Thank You Sir


As to Responding too O.P. Hiring a Sales Super Star is the One element you can do to triple or Quadruple business fast. Let's face it, most IM folks, and even Most sales Folks, don't have the Skills to be a sales Super Star...If you have Questions, the link is in my SIG.

To Your Continued Success,
Regards,
Robert

Roger, A 50% commission is really good. What products/services do you sell and what are the common price points?

Do you provide your sales people with leads, or are they responsible for generating their own leads and then closing them? Do you give them a sales process to follow, or are they basically on their own when it comes to both lead generation and sales closing?

Good point about good sales people will work on 100% commission. They just need to believe that your product/service will sell at the price offered.

If you are providing a qualified lead you have already done the majority of the work and I would outsource the closing to an experienced semi-retired person who is used to dealing with people.

The fact that the lead is qualified means they are only approaching the prospect for the face to face meeting to close the deal and collect the check.

I would make this commisiion only and make them a contractor.

mrkxprt, it sounds like you're talking about setting up referral networks which is a great way to generate leads. I do this and pay a commission on sales I get from the leads referred to me.

This method usually isn't as proactive as having a sale person who's out there actively marketing your services. But it is another good tactic to add to your own marketing mix.

Ed, That's good you've had decent retention with your sales people. How do you usually find your sales people? Do you post ads on Craiglistlist or do you purchase ads on jobs sites like CareerBuilder?

Depending on the product or service you may want to pay them up to 100% of first month.
I wouldn't do it in the first month, I would break it up in 3 or 4 payements. As you get paid.
The Insurance industry work on this exact same model.
As earned: monthly as they get paid.
Advanced: 6-9 months up front and then as earned.
Accomplishes a couple of things. 1) they get paid very well 2) they make sure client is happy and stays on the books 3) if they leave, they leave residuals.

I originally learned of the technique from a WSO here on WF - I think from Chris Jenkins, I am not sure. I was looking for a link, but can't find it now. I do not want to give away details that I bought here no the forum, but I'll type something up giving brief outline later today (getting ready to leave - have three FTF appointments today - pizza shop, chiropractor, and alarm installation company).