This list is a great starting point if you think a new salesperson hire is in
your future.
A TRAINING PROGRAM designed to educate the new salesperson and
set them up for success rather than failure.
PRODUCT OFFERING: A clear definition of the products & services
available for sale. You don’t want a maverick selling things you don’t
offer or someone not aware of all the things you do offer.
A SALES PROCESS: If your sales process is something that resides in
your head, get it out on paper. You can’t expect a salesperson to follow
your methods if your process is floating around in your mind.
PRESENTATION: Have a standard presentation template or way you
want things defined, explained, and presented. Get this standardized
for your sales people.
PROPOSAL: Similar to a presentation, establish what you want the
proposal to look and be delivered.
AGREEMENTS: You want clear and iron-clad wording in your contracts.
Make sure your sales person has access to this information.
MONEY IN THE BANK: You want to have six months of salary in the
bank so you don’t have to rely on the new salesperson covering their
salary right away.