Following our recent blog about Hiring Sales Account Managers, this blog covers how much the internet has changed. Products and services are bought today in different ways, more than ever before. Covid19 has changed (maybe forever) how people’s buying patterns work. Think of Amazon ten years ago and compare it to today where it has become a behemoth of sales. Products and services have been commoditized and even the financial transaction happens instantaneously via PayPal, Square or by e-Transfer.
As an entrepreneur, I typically handle our sales and project management. I do so because I have years of experience handling these roles and want to provide the client with the highest level of support… and I love the process! The process of selling has often been disparaged because of the proliferation of untrained “commission-based” sales people. This approach has forever impacted the advantage of the professional sales person. Some companies develop a great service, hire an accountant and other staff, then use less than qualified individuals to represent and sell the business’ services to the market. It becomes obvious that you are trying to save money, yet the sales department is still the one in the field building your brand. How important is it to get that right?
A business needs to spend time coaching and training their sales people to help them fully understand the business. This effort would pay dividends for their business when implemented properly. Instead, a company chooses a less successful path and they “churn” sales people regularly. They need to spend more time interviewing and hiring sales people with the skills for opening doors, building relationships and closing (repeat) sales. This effort will prove invaluable in developing a competent and professional sales team.
With a little luck, any individual representing your company may win a few sales (right time and place). They may do this out of pure luck and yet, first impressions are so important. Potential clients have turned away from you because their questions went unanswered or were poorly handled. Hire good people, pay them at least a small retainer in the beginning, train them, coach them and you’ll get results. In the long run, it is worth the time to build from the foundation up.
Asset Business Consulting is there to help you with these issues regarding staffing. We also are very experienced building websites, social media, business plans, marketing and other business needs. Give us a call at 250.580.5250 for more ideas.