BRX Pro Tip: Hiring a Professional Services Salesperson
Stone Payton: [00:00:00] Welcome back to BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, let’s talk a little bit about some strategies, tactics, disciplines for hiring a professional services salesperson.
Lee Kantor: [00:00:15] Yeah. Finding someone that can sell in professional services is a tricky endeavor. It’s something that you need to do at some point in time. But a lot of times, founders, especially, will try to do this too early, and they won’t have a lot of good luck in this and they get frustrated. So, if you cannot effectively communicate who your ideal customer is and the best ways to find them to someone else, then you are setting yourself up for a bad situation.
Lee Kantor: [00:00:45] You already, before you hire someone, must have pretty tight systems in place to identify, then reach out to, and then persuade your ideal customer before you hire anyone else. You have to have this documented. You have to have this so it’s simple and clear that people understand it and they can execute it. Once you do that, then you can bring the person on. And when you’re choosing between salespeople to hire, look for somebody who has sold something. And then, call some of the people they sold and see if they really were able to sell something.
Lee Kantor: [00:01:18] Because a lot of people can be an order taker and it appear like they’re selling somebody something, but they’re not really selling. They’re just taking orders. And somebody that can take orders is a lot different than somebody who can sell somebody something. So, make sure you do your due diligence and you check out some of the sales that this person has done. And talk to the person that bought. And find out for yourself what’s real and what’s not and how effective this person was in selling.
Lee Kantor: [00:01:49] There is a huge difference between an order taker and a salesperson, and don’t waste your time with order takers unless you have a system that’s so tight that you don’t really need a salesperson, you just need somebody to just kind of take down the orders and clear credit cards.
