When To Hire Sales People To Close Sales For You
In this article, I’m going to explain why you should learn sales before you outsource sales, and before you hire sales people.
Now I have made a lot of videos recently, where I say stuff like you can outsource anything – you can go to odesk.com, and if you don’t know how to do something, you just outsource it no problem at all. There is one big exception to this, and its sales. For sales, it’s very hard to hire sales people – not because it’s super hard to do sales, there’re plenty of people who can close sales for you, but because when they close sales for you, you have no idea what they’re doing.
They can saying anything to the client (make any kinds of promises), and they can be setting expectations incorrectly. One of my mentors told me that when he hires sales people (he first did sales for a year before he hired anyone), he makes them accompany him, and go to client meetings for about 6 months, before he lets them do anything by themselves.
Basically, he cloned himself onto another sales person, and the sales person did exactly what he was doing – selling his service. That meant that clients didn’t have unrealistic expectations. It may surprise you to know that it’s not that hard to get a sale. What’s hard, is acquiring a client you want to work with long term, and get him to pay you long term, that’s hard.
You can make ridiculous promises, and get the sale, that’s why you need to get control of your sales funnel, and get control of the promises your company is making. You can’t do that, unless you’ve made sales, and unless you’re the number one at sales in your company.
On the flip side, you should hire people when you have everything systematized. One of my mastermind members, who’s making $50,000 a month, and rising, has a system for everything. In his company, he can replace someone in 5 hours probably (if an employee leave, he has documentation, and training videos ready to go). So in his company, when you put in a new client, everything enters a funnel (a ready made product, or service is just done). The same thing goes for his sales process, and for all sales people in his company.
He knows what they’re doing, he records what they’re doing, he listens to their calls, he reviews their work, and he talks to the client after the sales process. For him, it’s perfect to hire sales people. Plus he’s doing hundreds and hundreds of phone calls per week himself, and closing the most sales within his company.
For him, it’s perfectly fine for him to hire sales people. If you’re not good at sales, and you’re just starting out, and you don’t want to do the sales, you just want to do the development, it’s not going to go very well, most likely. I’ve never seen it go well for people who don’t know sales.
Imagine if you’re running a company, and it gets to 7 or 8 figures, and you don’t know how to sell. There’s nothing that you can really do – are you going to hire people from odesk.com, and then just hide behind them like: ‘you pitch everything, I’m the CEO, I’ll just hide behind you’. There isn’t a company where the CEO hides behind his sales people like: ‘you go man’. The salesman is going to be like: ‘what the fuck is this?’ He’d just quit your company, and start his own, because he’s getting all the sales. He’ll be like: ‘I’m getting all the sales, who the hell are you?’ His attitude will be, this is our little pet CEO here.
The number one job of a CEO is to get sales, trust me. You’re not going to go through your whole career (your business life cycle), and not learn sales. This just doesn’t exist, so the people who’re like: ‘I don’t want to sell, I don’t want to do that’, forget about it, it just doesn’t work.
If you want to have sales in your company, and not just marketing funnels, but also a sales funnel – implement this, try it out, it’s not that hard. You can learn in a matter of months, and start getting a bunch of sales yourself. If you have any questions, comment down below.
