Should You Hire An Outside Salesperson?

Overview: This article summarizes the process of implementing an outside sales program. That can mean anywhere from thinking about doing it, to developing a compensation plan, to trying to evaluate a salesperson’s early performance. Should I hire an outside salesperson? In other words, should my company have someone out making sales calls. The answer to that question is almost certainly yes! One of the ways a sophisticated marketer would view a market like this is that there are only two kinds of potential customers in the quick printer’s world: the people who will come to you and the people who won’t. If you are not already doing all of the business you desire—or can handle—with people who come to you because of advertising, promotion, word-of-mouth, or simply the convenience of your location, you need to gain some business from the people who won’t come to you. And that means going out to them! An owner who can sell will never be trapped, either by business conditions or by a salesperson’s continued employment demands. An owner who can sell will be a more effective sales manager. And an owner who can sell will have a much better chance of turning a non-sales employee into an effective salesperson, taking advantage of all the experience that is part of The Printing Sales Knowledge Base, and taking advantage of the significant cost benefits—and risk reductions—of that practice. When you come right down to it, an owner who can sell can contribute more to the bottom line of a quick printing company than anyone else can. And here’s something else: An owner who can sell won’t have to call anyone to ask about the wisdom of hiring a salesperson. The question will be should I hire another salesperson, and that will be a lot easier question to answer.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: HTML | Date: Jan 2003 | Pages: 1