How to Overcome the Fear of Hiring a New Salesperson

When we meet with clients for our initial consultation, we often hear the same concern. They need to hire a new salesperson but are too afraid to do so. The reasons vary, from worrying about the onboarding process to making the wrong hire.  The problem we ultimately uncover Is a lack of confidence in their sales process, leaving them too scared to pull the trigger and make the new hire.   

Confidence is imperative when deciding to hire a new salesperson. You want to be sure that you have a customized sales process that is proven & repeatable because it empowers you to hire salespeople with the knowledge that you can get them up to speed quickly, which is the goal of both the company and the commission-based salesperson. 

What is a sales process?

A sales process is a set of steps that a salesperson takes to bring a prospect through a customer’s journey to become a client and—eventually—a referral source. In more simple terms, a sales process is a roadmap your salespeople use to generate new business and close prospects.

Every business should have a proven & repeatable sales process that their salespeople follow. The key is to create a sales process that is tailored to your business, its culture, and your services. Otherwise, your salespeople will not understand the driving forces and values of your business and may ultimately misrepresent your company.

How can a sales process help me hire a new salesperson?

If you have a proven & repeatable sales process, the hiring and onboarding of a new salesperson will be far easier than you could ever dream of. Your sales process provides a roadmap to teach new salespeople your customer’s journey and how to close deals with prospects. Once you have trust in your process, you will have the confidence to recruit, hire, and teach new salespeople.

The sales process also cuts down on the time that is involved with onboarding a new salesperson and assessing their fit during the probation period. When you use a specific sales process, you will have the peace of mind that the new salesperson is following your business’ roadmap and can easily analyze whether they are successfully using it. 

What qualities should you look for in a new salesperson? 

You will want to look for a salesperson that is confident, adaptable, and thorough. Salespeople need to be confident in the process and their abilities to sell your services. They need to be adaptable so they learn and use your sales process, instead of winging it and trying to use their own tactics that do not align with your business. Lastly, they need to be mindful of each step of the sales process and maintain constant communication with prospects and clients. A salesperson with these qualities, paired with a proven & repeatable process, will yield a successful new hire.

At Sebastian Lane Consulting, we empower professional service firms to convey their expertise confidently, comfortably, and effectively through our proven & repeatable sales process. Once our clients have their sales process in place, they always feel more confident and ready to hire a new salesperson.

To schedule your free initial consultation, call our office at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com. Our top priority is to provide value for your business, which is why we provide 30-day partnerships instead of binding contracts.