Hiring salespeople at agencies can be tricky, because candidates are great at selling themselves… but not necessarily great at selling your agency’s services.
The answer to “should I hire a salesperson?” depends on a range of factors.
For example, do you want a high-growth agency, or a lifestyle agency? Do you need a hunter, farmer, or both? What level of experience can you afford, and what structure do you have in place to support a salesperson?
Once you’ve decided your agency needs a salesperson, you need a process. To hire the right salesperson, there are four keys:
- Define the right role,
- Hire the right person,
- Align incentives with the right compensation plan, and
- Hold them accountable on getting results.
Let’s dig into each of those below, so you can make the right decisions.
1) Define the right role
Hiring a salesperson begins with defining the right role. Much like defining your agency’s target client, you should understand your target candidate in order to hire effectively.
In sales, duties may include: [Read more…]