Today.
I want to talk to you about sales and hiring your first sales team member.
As always, before we get started,
make sure you hit the bell and you subscribe to our channel so you can never
miss a beat. Welcome to powerhouse business on YouTube. I am your host,
Carolin Soldo. I'm a business owner, business scaling master,
and mom of two boys.
I love thinking big pushing boundaries and doing things differently.
Most of all,
I'm all about achieving massive growth with ease and how can you scale your
business by living the life you love? Let's go,
many business owners continue to do it as sales on their own because they
are really good at it, right? So you,
as the owner are really good at selling your services.
I am good at selling my services too. However,
our time is precious and it doesn't mean that you should be doing all the
selling ourselves. In fact, if you want to grow your business to, you know,
a million dollars in revenue or more,
it is essential that you begin to build a team to help you with your
sales.
First thing you need to really understand is personalities because sales
people are a specific type of person. They're a specific,
that's a breed if you want.
And we have learned that there are good salespeople and not so good salespeople
and over time and from hiring so many of them,
I've seen a trend and a way to almost predict someone's
ability to sell well. And so these days,
when I hire someone for our sales team,
I consider their personality.
And the first thing I do every single time is hand them a personality test.
And we like to use the disc assessment. D I S C.
That is a very simple online assessment that someone can take.
And just a few minutes that will reveal their natural tendencies and their
style and what type of personality they have. And we hire someone for sales,
always go for a DPI or an I D on the disc
scale, which means that these people are outgoing,
they're action oriented. They like to check things off their list.
There are some times or many times confident. There are people,
people they like to talk. They like to be, you know, among people,
they like to influence people.
They also like to succeed and they love a good challenge,
which helps them overcome objections and rejection.
They will naturally be facing on their sales calls.
The next thing you want to do of course,
is having a job description for applicants to consider.
And if you've never written a job description for a sales team member have an
example of Danville Wolf, where you in the description to download,
you also want to make sure you have plenty of training material that's
available.
I recommend you have plenty of documentation about the services and the
programs that you offer,
because those are the things the sales team member will ultimately sell.
So they need to be intimately familiar with what that looks like and what that
entails.
You also want to have procedural training materials available that
include, you know, how to enroll a client, send an agreement,
how to take a payment over the phone,
how to access certain systems, to make a call,
to access to a database, to log information,
to track their numbers.
So you want to do half logistical training program training,
and then a little bit of ideal client training.
One thing that many sales team members overlook is who they actually
speak with mine. They know their programs, they know the company,
they know you of course,
but they don't really think about who the ideal client is.
And most importantly,
what the ideal client's pain points and goals really truly are.
Because if you are in a service-based industry, many times, you actually have,
um, you know, feature goals. People want features and benefits from you,
but they're also buying for a lot of emotional visa.
So they're buying to achieve a certain goal.
They're also buying to eliminate certain pain points and challenges from their
lives.
So your sales team members need to be really familiar with your ideal
client and what really makes them tick, how they think, how they act,
how they feel.
So you should be offering them an ideal client training so they can
identify an ideal client when they meet them on their calls.
Sales is probably the one area where people can potentially
fail the most by itself.
The way you want to approach sales is more on a trial basis.
My recommendation for you is to hire your sales team member on a 10 call
trial.
I feel that 10 calls is just enough for you to weed out some
exceptions and some outliers and give your rep enough, you know,
exercise or enough activity to practice those calls and to really show you
what they've got.
It also gives you enough time to really listen into their calls and decide
if that sales team member is going to make it with you or not. Now, here's,
what's really important. Once you have someone on a trial,
you want to make sure that you really lean into that person,
no matter how experienced the sales team member is,
who don't want to leave them alone. This is not a position where you just say,
you know, heal off you go take care of it. No, you, as the business owner,
you want to really ensure you give that person your full support.
So what I like to do is check-in with my new reps every single
day for at least 10 minutes,
especially if they take calls on a daily basis,
in addition to your daily check-ins you also want to have a weekly meeting
with them. And this is especially important as you go along over time,
managing this team,
adding on more people and really building out your sales team.
So I recommend that you meet with your team either Fridays or Mondays,
Mondays are great because it's a new week. People are pumped.
They're excited about reaching their goals.
Fridays is also a good day because you get to sort of wrap up the,
we can look back to see what happened,
regardless of what day you pick. You always want to, you know,
Billy half the team reports back to you.
So it's almost like the team is running the meeting where the sales reps tell
you what happened that week, including how many calls they've taken,
what they heard on the calls, what happened, the results they accomplished,
the sales they made, why things are going well,
or maybe not going so well and what are they going to do about it?
And then also looking forward, you want them to tell you what their goals are,
what they want to accomplish and how are they going to get there as well,
because your reps are going to be independent.
You want to really set them up for success.
So meet with them weekly and also make sure you track everything that
is going on.
So make sure you establish a really nice tracking system that could be a Google
sheet. It could be an online tool, a project management platform.
It could be an air table, whatever works for you,
but track some of the most important key statistics on your sales team
so that you know,
what's going on and your sales team can also self manage their performance and
set goals for themselves.
So how do I feel about hiring you for a sales team member?
I hope that this gave you some clarity,
hopefully some new ideas and some really tangible steps for you to take,
to hire someone that is going to really perform well for your business. Now,
I stay focused on your goals because I believe that your expertise is meant to
reach a whole lot more people.
And your sales team will definitely help you accomplish that.
If you like this episode, make sure you give me a, like,
maybe share it with your friends.
Maybe share it on social media and then make sure you come back again next week.
Thanks so much for watching and I'll see you the next time.
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Excellent.
[inaudible].