Ambition Mission

Tips on Hiring Your First Salesperson…

Numerous companies hire that first salesperson multiple times because the company is not truly ready.  BEFORE hiring a salesperson, the company should be able to make all the following statements.  If not, the chances of an unsuccessful salesperson are increased.

1) The company’s sales process is clearly and completely documented in an understandable, teachable way

2) A training program for new salespeople has been outlined and formalized

3) Cash reserves exist that are equal to six months of a salesperson’s total cost

4) The company’s Operations and/or Service delivery is process driven, adequately staffed, and able to deliver

5) The company has created a sales management plan to devote adequate time to the task of sales management

Also, if the business owner (or only salesperson in the company) is about to hire another salesperson for the company, taking personalities into consideration goes a long way to ensure a successful new hire.

With only a few exceptions, the best personality to hire first is what I call the “Engineer” salesperson.  This is NOT a technical person, but rather a person who understands that a systematic approach is best and one who is organized, and puts forth consistent effort.  This is not the type of person who is loud, boisterous, or who thinks he/she is the best salesperson in the world.  Nor should it be expected that this salesperson will bring in huge or big wins.  The “Engineer” salesperson does however learn quickly, works a system, and produces results on a consistent basis - what a great start to any SALES TEAM!

Let Ambition Be Your Mission!

Ah, the joys of navigating Microsoft from a Partner’s perspective!

In the latest move, Microsoft REVERSES its decision to get rid of the Small Business Specialist Community (SBSC) designation.  There is a great article from CRN on the subject found here:

http://www.crn.com/software/224701456

Those of us who fought since, well forever, to get some Microsoft to recognize Partners focused upon small businesses, the SBSC was introduced with a lasting sigh - as if Partners said “finally!”  Over the last 2+ years (like anything else related to small business focused Partners), there is division over the SBSC program.

SBSC helped - a lot.  Focusing upon small businesses is not only a stepping stone for an IT business - it IS a viable business model in itself.  And of the 120,000 Microsoft Partners out there in the US, how many are 1-2 person operations?  The answer is the VAST majority.   Then there are the “more serious” Partners with 3-15 employees who still focus upon small businesses.  The cababilities of these two sizes of Partners are different, but they all only have the SBSC designation.

The good news with this latest decision - the SBSC brand can still be leveraged by Microsoft and Partners.

The bad news with this latest decision - those two different sized Partners must still be lumped together.

Regardless of which of those is more frustrating to an individual Partner - I think all can agree on one thing - It is VERY frustrating when Microsoft changes its mind!

Microsoft to Partners “Here you go.  This is for you!  Go forth with our full support. (wait 6-36 months) Sorry, we’re getting rid of that.”

EBS, SBSC, Response Point, Office Accounting - Us Partners went forth, we went to bat, we get stuff pulled out from underneath, and we just have to deal with it.  We’re loosing credability with our customers.

My suggestion is this to Microsoft.  You have an advisory council made of up SBSC Partners.  LISTEN to them.  Don’t decide, then run it by them.  That’s Ready, Fire, Aim.  I think Microsoft should have a compensated base of of Partners whose job is to represent the needs of Partners.  Compensated because you need REAL representation from Partners who aren’t just part of the loop because they want to gain better access to Microsoft.  I know personally most of the individuals in this role now and having previously served in such a capacity - I believe them to me mostly representational AND having their hearts in the right place.  Pay them, have more of them.  Listen to them.  Go to them with business issues Microsoft is trying to solve and let them help!  They want to.  They can.

Matt

A little sales nugget - Follow up with people in the reverse order that they contacted you.

Most know that it is always a great idea to exceed people’s expectations.  How often is the reason YOU bought a product or service because of tremendous (or lightning fast) follow up?  It creates that “wow” factor and makes a sales that much more likely. 

We all know the realities of daily work environments don’t typically afford us the ability to respond that quickly all the time.  Obviously, when you can respond immediately, do it!  The tip of following up in the reverse order simply means that when there are 10 people’s emails or calls to respond to, begin with the most recent, not the one that came in first. 

Let’s assume that these 10 emails/calls came in within the last 3 hours.  Once you begin to respond to all, the response time will likely range for all customers from 1 hr to over 3 hrs.  Follow up in reverse order, and the response time ranges from a few minutes to over 3 hours.  Is a 4 hour response any more or less impressive than a 3 hour response?  Likely the difference is negligible.  However, there is a HUGE difference in a 5 minute response versus an hour - and that’s why this tip makes sense.  Use this strategy to get more “wow” factors with your clients, prospects, employees, vendors, and others and success will follow!

 Let Ambition Be Your Mission

A Guide to BUILDING a SALES TEAM - faster, easier, & for greater profit is now available for pre-order.  Click here for more details about the book, the accompanying resource kit, and the book launch event on 5/27.