Business success. It’s every entrepreneur’s ultimate goal, yet approximately 45% of new businesses fail within 5 years. So, what’s the secret? What separates the companies that dominate their markets from those that fall at the first hurdle? It could be leadership. It could be the quality of their products/services. It could be timing, culture, resource management, or nothing but plain old-fashioned good fortune! And that’s why hiring a salesperson for the first time in your B2B business is such a big deal.
Business success. It’s every entrepreneur’s ultimate goal, yet approximately 45% of new businesses fail within 5 years. So, what’s the secret? What separates the companies that dominate their markets from those that fall at the first hurdle?
It could be leadership. It could be the quality of their products/services. It could be timing, culture, resource management, or nothing but plain old-fashioned good fortune!
In all likelihood, it’s some combination of all the above.
Among the plethora of reasons behind business success, though, it’s hard to overstate the significance of sales. And that’s why hiring a salesperson for the first time in your B2B business is such a big deal. Bringing onboard someone who’s gifted at sales can drive revenue and accelerate business growth like nothing else.
But only if you do it at the right time and ensure they’re the right person for the job.
Would you like some help with these twin endeavors? Well, you’re in the right place. Read on to learn all about how and when to hire a salesperson for your B2B business.
When to Hire Your First Salesperson
Knowing when to hire a salesperson is easier said than done. After all, business founders are accustomed to juggling multiple roles at once. You’re the product developer and head of HR, chief operating officer, and salesperson all rolled into one.
Letting go of the reins is no mean feat.
But it’s time to face facts: this setup can’t go on forever! Trust us, sooner or later, you’ll have more jobs to do than time or energy to accomplish them. Personal resources will stretch thin, key tasks will go undone, and expensive mistakes will become more common.
In other words, you become a bottleneck in your business; to continue growing, you have to hire someone else to help. And who should be the go-to first hire? A high-quality salesperson to sell your products and/or services.
The next step is to recognize when you reach this tipping point. Reflect on your profitability, audit your current sales statistics, and assess how long you spend selling each month. If you understand your clients, know how to sell to them, and can justify the investment, then it might be time to hire a salesperson.
Essential Tips on B2B Sales Recruiting of your first salesperson
Okay, so you’re ready to take your B2B business to the next level by hiring a salesperson. The next question’s how to go about it. Here are a few essential tips to help:
Define Them
Remember when you first put together your business plan and conceptualized your target audience? Well, there’s a good chance you created a buyer persona, right? You’d have thought about their appearance, likes/dislikes, how they spent their time, and so on- anything that’d help you market to them in the beginning.
We suggest doing something similar for your ideal job candidate
You have to know what/who you want to hire before you go searching for them. Try defining them in your mind; to recognize the characteristics you need based upon a) your experience of selling for the business and b) where you need particular support. Finding the right salesperson to fill the gap in your business will be ten times easier if you understand the gap that needs to be filled.
Understand Quality
What makes a good salesperson? Is it charm, persuasiveness, and the ability to think on their feet? How about being able to stay positive and persist despite negative initial responses from would-be clients?
In truth, it’s each of those attributes and more. Sales experience, qualifications, and industry experience enter the mix as well. Then there’s ‘coachability’, competitiveness, and other general personality traits to think about too.
Make sure you’re up to speed on the core qualities of effective salespeople. It’ll help you recognize them when they cross your radar and stop them from slipping through the net.
Prioritize Raw Talent
Many new businesses choose to focus on qualifications and experience when they hire their first salesperson. Why?
Because it feels less risky! These people know their craft, which makes it seem like the start-up is in safe hands.
It’s an understandable approach. Yet there’s a strong case to be made for hiring the young buck instead, who’s less experienced but full of talent and hungry for success. These candidates tend to be eager to please, more adaptable, and, ultimately, willing to work on lower salaries.
Spread the Message
The next all-important step is to advertise the role and begin attracting candidates. You have numerous options at your disposal- each with its own set of pros and cons. For example, some businesses hire a third-party agency (expensive but convenient), while others leverage online job boards (inexpensive but unreliable).
Finding top talent without overspending can be tricky. Be patient, seek referrals, and try an array of tactics, though, and you’ll soon have success.
Taking the time to recruit viable candidates via LinkedIn is one way to do it. Head to the site, search for salespeople in your area and reach out to any who seem like possible candidates. It’s a laborious process that’ll be full of polite rebuttals, but it can deliver great results if you persevere.
Remember These Tips on Hiring a Salesperson
Sales have been and always will be a fundamental part of business success. The tricky part for new businesses, though, is often knowing when and how to hire a salesperson that’s suitable for the task. Have you been wondering whether it’s time for your B2B business to hire a salesperson?
Well, we hope the information in this post has demystified the process. Keep the aforementioned ideas in mind and hiring a salesperson at the right time should be far more straightforward.
Having been through these salesperson employee hiring tips, how about learning more about managing salespeople?
