How To Hire A Sales Team
How To Hire A Sales Team
Online directories offer a great business model. They have low overhead and generate recurring revenue. Nationwide, in places like Toronto and Calgary, people are doing well running these kind of sites completely on their own. But you also have the option of increasing the “scale” of your business, and in order to do so, a sales team is essential.
Commission And Base Salary
Most sales people are paid a commission on each sale. Some companies also offer a base salary along with commission.
Start-ups will often offer commission only. This is sometimes a bad idea, as good reps cost money. A good rule of thumb is a salary comparable to the cost of 1 or 2 listing sales per week. This is a modest amount that an average sales person should have no trouble making back. Even if they make no sales, they will still help to grow your
mailing list of prospects.
For you commission schedule, a tiered approach is recommended: “First X sales per month is 30% commission. After ,000, commission is 50% for remaining sales.”
For a new site with an unknown brand, less traffic and social media fans, you may have to pay out a higher-percentage of sales, sometimes as high as 60%. As you site becomes more established, you can offer less commission, as reps will be able to sell more ads.
We recommend that you do not pay sales people recurring commission, but instead a larger percentage of their initial sale.
Hiring
In addition to generating sales revenue, who you hire is also important because they are the face of your company; collect a lot of resumes before you hire! Find the right reps.
Tips:
– Look for a positive, upbeat attitude.
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– Make sure they are comfortable talking about money.
– Make sure they are competitive and want to succeed.
Finally, expect turn-over. It is the nature of sales. By having an efficient hiring and training process, you will be successful.
Training
Consider the following:
– Map out the sales process and how your website actually works for your visitors.
– Prepare a sample sales script, for both phone calls and in person.
– Practice sample sales pitches with your reps.
– Follow up with reps weekly.
Create Goals
Clear goals are critical to building your sales up. Set weekly and monthly goals for your reps.
Also, remember that each “relationship” has value, even if it is a free listing in your directory. These relationships can turn in to paid
advertisers. (Also, send your reps door to door with cameras and a laptop to take photos of the businesses on the spot.)
Sample Goals
X customer visits per week minimum
X listings sales per week
It can take several visits to get a paid advertisement, so keep track of your visits. Sending out different reps to the same noncommittal prospect can improve your chance of an eventual sale.
Equip Your Sales Force
– Make sure you have content on your website. Make sure your directory is full of listings and looking good, with photos and articles.
– Create a brochure or media kit to show the benefits of the directory.
– Memorized sales script.
– Laptop with wireless Internet for instant demos. Or, laptop with recorded screenshots.
– Territory walk list showing which business to visit.
They should record where they went and how they talked to. Plus, provide a blank page to record any new business that they may discover.
– A camera so they can take photos to build up unique content in your directory.
Visit the authors directories to find information on Toronto Botox and other health and beauty topics in Canada and beyond. Toronto vein treatment and Toronto cosmetic dentistry are examples of popular pages. Besides vein centers, cosmetic surgeons and cosmetic dentists, many business advertise on these directories.
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