5 Things to Consider Before Signing Seasoned Sales Reps

first_imgExpansion stage companies want to go from 0 to 60 right out of the gate. To get there, they sometimes try to avoid training and company initiation and go for the gusto by hiring seasoned reps to handle sales operations. That may not be a good idea. Mark Suster at Both Sides of the Table instead suggests taking five crucial steps before cutting out the middleman and hiring based on experience. A few points:Become a Salesperson Yourself: Suster finds that all too often, company founders hire salespeople to conduct the work they themselves haven’t done. The only way to understand your customers is to meet them face-to-face. This is especially vital in the expansion stage; it’ll teach you how your product and services can be improved.Holster the Big Guns (for now): You’ll want a sales team rife with ambition … but be careful of hiring people who are too ambitious. “Eventually you’ll need sales ‘management’ and either your strong early sales leader can grow into that or you eventually need to bring in somebody with professional sales management experience,” Suster writes.Early Sales Success isn’t Always Scalable Sales Processes: Great teams will deliver great sales, but that doesn’t mean those sales will endure, or that the processes used were the best. Suster relates an experience in which sales were booming, but gaping cracks were found in the processes themselves.To check out Suster’s other points and to learn more about hiring sales reps during the expansion stage, click on the link below.AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThislast_img read more

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