Why Hiring A Salesperson Ain’t Easy “You Need to Be A Producer, or You Need to Hire A Producer.” -Janet Clark (12:50-12:55)
Sales is the lifeblood of any business which makes hiring the right person for the sales role important. Many professionals with years of experience struggle to find the right person with a strong job profile. The salesperson needs to be worth their weight in gold. In this episode, Janet Clark talks about the reasons why it's not easy to hire a salesperson and how to make it possible.
Part One of ‘Why Hiring A Salesperson Ain’t Easy’
There is one valuable skill that’s going to guarantee that you can get a match if you’re a salesperson. And, there is one skill that you need your salesperson to have if you want them to be able to land good deals. It’s the missing ingredient in 99.9% of the high-ticket closers out there. And that is being a sales producer.
“If you as a coach or consultant don’t have a sophisticated lead generation and nurturing process like the multi-million dollar coaches do, you aren’t going to have a marketing team.” – Janet Clark (09:41-10:10)
Here are some of the realities that are true in the marketplace today. So, the first thing is that there are many gifted people when it comes to selling but usually not on the job market. They are raking in big commissions selling something for someone else so you’re not going to get them.
The second is that as the expert in your company, you are the best salesperson by default. That is because you sell differently than a salesperson. Because you are the expert, you have a way of being able to do magic when you actually talk with a prospect.
The third thing is that thousands of people who call themselves closers are salespeople who expect you to provide a steady stream of qualified leads to put on their calendar.
The fourth thing is that you will be spending a lot of time chasing people around which is going to be a huge distraction from what you’re supposed to be doing day to day to serve your clients.
The fifth and the last reality is that the turnover rate for salespeople in our industry is high. In fact, even the biggest players in our industry, the ones that are making eight or nine million and hire coaches, churn and burn through salespeople at high levels.
Great salespeople with proven track records are rare gems. 99.9% of the salespeople are order takers. They expect to get those pre-scheduled calls on their calendar, and they have one goal in mind. And that is they want to close sales. They want to get on the phone, make the sale, get their commission, and move on. So, when your leads aren’t qualified or consistent, then you can’t always predict how many you’re going to get this week. The prospects need a little more time to make a buying decision, they're not ready to make a one call close. If they can't close that person, that's not money in their pocket so they're going to move to the next person.
What that means is they’re burning through a lot of your leads that you’ve spent good money on.
In a way, you can’t blame them because sometimes the coach or consultant that’s getting those leads for them isn’t providing them with the right leads. You probably have a lot of elements in place to bring you a brand recognition across all the different social media channels, it could be things like investing in some Facebook ads or offering an online course, but they’re not enough to sustain a really high level salesperson.
Part Two of ‘Why Hiring A Salesperson Ain’t Easy’
There’s a difference between a producer and a closer. The producer will prospect and fill the pipeline on behalf of you as a coach or a consultant on your behalf. If your automation is great you’re getting those people into your funnel which is fine. But for a lot of us, we don’t have enough automation and we’re doing it on our own. You need somebody to do that for you. That’s what a producer does.
“A producer represents you in your business to identify your ideal client and bring them into your world.” – Janet Clark (14:58-15:18)
Here's a staggering statistic. 80% of all sales are closed after five follow-up attempts. When you have a closer who is expecting to get on the phone and make that call right, then they'll do one more follow up call. But, if they're not doing the follow-up and nurturing the relationship after the sales call, you are leaving money on the table. So, the producer is going to have the wherewithal and the stamina and the persistence to continue to nurture and cultivate those people to become clients.
If you desire to make a lot of money and you desire to live a life of freedom, then you need to become a sales produce. A great producer will always make money and they can schedule and work on their own hours.
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