- We're at the point right now at Experiment 27,
where we've gone through a lot of sales people.
We've added four to the team,
and we're about to hire two more.
And what I've learned so far
through out this sales process,
is there's a lot of turn over in sales,
and there are a lot of bad sales people.
So, what I wanted to talk about in this video
are the things to look out for early warning signs,
how to know if a sales guy is going to succeed
at your company, or not succeed before they actually fail.
Number one is responsiveness to messages.
So, we've had a couple sales people in the past,
one specifically that I'm thinking of,
where we were texting back and forth
before he got hired, before we made the offer letter,
he didn't respond to messages for about 30 days,
then came back with some sob story,
and we hired him anyway when he came back,
and that guy ended up leaving the company
within a month and a half.
Them not responding to texts early on,
especially in that job search process,
will lead to more negatives down the line.
For instance, this last sales guy
had a really bad habit of rescheduling
client calls last minute.
So he would have his whole calendar filled,
and he would have to reschedule those calls.
And, of course, when you reschedule that client call,
there's that chance that they won't reschedule
on the calendar, and you'll have lost that deal.
Red flag number two with sales person
is them wanting to run the calls super early in the process.
Meaning they wanna push you off the call.
We've had a couple sales guys that were
extremely entrepreneurial, which is great,
it's something we hire for at Experiment 27,
people that wanna run their own business someday,
people that wanna run their own plan,
make their own process.
But the red flag here is when somebody
hasn't really read the sales manual,
or has only read the manuals,
and hasn't really been on too many calls with the founders,
and then wants to takes the reigns themselves.
It's great that they feel that way,
but I still make sure that either me or Robert
are on the sales calls, at least for the first,
even the first few months.
I used to think it was the first couple days,
or even the first couple weeks we had to be on the calls,
but what I learned is in order
to make sure they're actually selling the right thing.
Founders have to be on the sales calls
for at least the first few months
on every single sales guy,
until you get a good sales director.
Our sales director right now is still being on boarded,
so I still like to have me and Robert
on the calls, where a lot of the times
it's three of us on one call,
like me, the sales director, and the sales person,
or Robert, the sales director, the sales person.
To just make sure everything is put together.
Because one thing we realized
is the founder has this insane power to pull deals
out where deals shouldn't be.
The same with partnerships.
Trying to find agency partnerships
and making sure that the agencies
will actually send you projects.
The founder has so much more power
there than a regular sales guy.
I think it's because the founder understands
the struggle to actually get to a place,
and is not just gonna come up with some random pitch,
and just try to get that instant dollar.
The founder's gonna be thinking about,
what is this client gonna look like in six months?
How unhappy are they gonna be
if what I'm telling them is not true?
Which actually brings us to the third and final red flag,
which is the sales guy is not selling the right product.
At Experiment 27, we sell lead generation
for digital agencies,
which at it's base is a pretty simple concept.
We find people that are interested in mobile app
development projects, or brand name projects,
or advertising projects,
and we send them over to our clients.
Very, very simple, and yet,
we've had sales people tell our clients
that they're getting extremely hot deals
that they're ready to sign right away
with no sales needed from their end.
We're getting them these insane 100 times ROI.
One of our sales guys told a client
that we're gonna get them
a hundred times ROI within one year.
Just all this random stuff that slips through the cracks.
And what I thought originally when
this started popping up was it was not enough training,
but what I'm learning now is there's just
a type of sales guys that will say
whatever it takes to close a deal,
and those are not the type of sales people
that we want on our team,
and probably not the type you want on your team,
because it leads to a lot of churn issues later on,
and a lot of refunds.
And the way that we combat that
is recording sales calls.
Our sales trainer looks it over,
gives feedback to the actual sales person themselves,
and the sales person can also use our language.
So when me or Robert or the sales director
says something super interesting,
the sales person that's on the call can then
play that back and use that in their own training
to better themselves.
If you found value in this video,
be sure to like it to encourage this type of content,
subscribe for more B2B sales training,
and if you need marketing support for your digital agency,
check out experiment27.com.
Thanks.