Watch the video on this lesson:
Since this program is built to help you scale past 50k/month or add an extra 50k/month, then I won’t go in depth on how to build an end to end sales team as it’s almost impossible to manage and keep a sales team happy if you’re doing less than a few hundred thousand dollars per month.
You need only one sales person that is committed, that understands your service/product as much as you do, and most importantly someone who has been in your shoes or the shoes of your ideal customer.
In this piece of content - I’ll cover where to find someone who understands your offer, how to incentivize them, the importance of keeping their calendar full, how to ramp them up on your offer & appointment setting process
What should you look for and where should you look at?
- Most agencies or online business owners who are selling high ticket service, look to delegate their sales, the first thing they think of is hiring a closer but after having spent thousands of dollars hiring a closer service, I’ve realized that its ridiculously more complicated to get an experience sales person to understand & sell your service properly.
- Instead I recommend that you look at your network, look for someone on the same path as you, but who is a little bit further ahead and simply offer them an opportunity to join your organization for a sales/growth expert opportunity.
- Per example: Log in your facebook, instagram, linkedin or really any platform where you know people doing the same thing as you hang at.
- Make the following post : “ Hi, my name is Serge, I’m currently running x business to Y niche and we’re growing like crazy, so I’ve decided that it’s time to onboard a sales rep who can help me close meetings for 15%-50% of each deal. If you’re interested in learning more about the opportunity, I’ve made a short video describing the role. Shoot me a message and I’ll share it with you”
- Again remember that the right incentive is important but when it comes to sales people, the right incentives is EVEN MORE CRUCIAL. So promise as much as you can promise without bankrupting your business.
- If you’re selling retainers - I suggest giving up to 50% of the first months’ retainer
- If you’re selling one time packages, offer 10%-20% of the whole deal.
SCORECARD + HIRING VSL
Link to the hiring vsl google doc and vsl funnel
Important: You don’t need to create this hiring vsl, you can simply stick to making a short video about the scorecard and a short story about you and who you help.
- As you’ll see on my scorecard, I’m looking to build a growth team that can do everything, find leads, cold DM, generate meetings and close deals over the phone but you will only be looking for one sales rep, and you potentially won’t need them to do END to END, your virtual assistant will handle most of the lead generation
- If you do find someone who is hungry for work, then yes, you’re welcome to get them to do outreach, appointment setting and closing your deals.
- I don’t recommend you push someone to do these unless they’re incentivized to do them! If they aren’t incentivized, the work won’t get done.
Ramp up process
- It should take you 1-2 weeks to properly ramp up your new sales rep
- I recommend having daily calls for the first week and 2-3 calls the second week.
- 1st call: Walk them through the Why you worksheet, 1-on-1 and make sure they understand what you do, who you help and how you help them.
- 2nd call: Walk them through your client acquisition system, walk them through the channel you’re leveraging, the messages, show them what most qualified leads look like, show them how meetings get booked, the looms that converted the cold leads to meetings, etc
- 3rd call: Share all your past sales calls, you should have recorded them and if you don’t have any, I suggest that you do provide a sales call structure and a script to the sales rep - if you don’t have any, let us know and we’ll provide you with one.
- 4th call: Review a call that closed with the new rep VS a call that didn’t close, get him to provide you a list of reasons as to why it didn’t close. ( You can potentially ask him to do it before you both have the call, so he can join the call ready to share his observations)
- 5th call & remaining calls: Sales role play - you want to spend as much time role playing with your new team member. This will help them avoid avoidable mistakes!
What to look for in a sales rep
- You want someone who can commit to your offer/service, avoid hiring anyone with 10 different businesses, a 9-5, a baby to feed, cause if you do, your business will be the last thing on their mind1
- You want to hire someone who already has a good foundation, you don’t want to onboard someone who you’ll need to teach everything about sales, everything about online business, everything about your offer, your niche, etc.
- You want someone who is consistent, if they miss a day or two of training, simply let them go.
Making it work with your Sales rep
- Your sales rep will be compensated for every closed deal, and for closed deals to happen, he/she needs meetings, a lot of meetings actually. If you want to build and sustain a relationship with your new team member, you will need consistency of meetings or else they won’t stick. Make sure your acquisition systems are performing consistently before you hire a sales rep
- You will need to keep the sales rep accountable, make sure they show up on time for their sale calls, make sure they record all their sales meetings and review every call that they handle. I recommend giving them 5 calls, and reviewing the 5 calls to make a decision about keeping them on the team or letting them go.
- Provide fast feedback, if they did something wrong in one of the sales calls or during a role play, make sure you correct it asap, don’t wait a week or a month before correcting bad thinking, behavior or actions.
- Always be looking for your next rep, sales reps churn like crazy and it’s almost guaranteed that they won’t stick with you unless they’re making tons of $. I’m personally always looking to hire great people even when i don’t need them
Assets that will help your rep close deals effortlessly
- Presentation of your service - example of ours here
- Call confirmation - show up rate increasing follow up emails