Creating Your First Sales Team
Description
CREATING YOUR FIRST TEAM is based on my experience and that of several business owners and professionals who have gotten a few reps to help them grow their business. It is designed to help entrepreneurs, start-ups, small businesses, and professionals obtain more clients and customers.
The topics covered include the following:
- Determining when you need a sales rep to represent you
- Finding prospective sales reps
- Recruiting sales reps on different platforms
- Explaining the requirements and interviewing prospective reps
- Assessing skills and getting references
- Developing guidelines for what sales reps should say and do
- Creating commission arrangements and contracts
- Hiring reps as independent contractors and avoiding employment law issues
- Creating reporting documents to know what reps have done to follow up
- Coordinating reps in the field by email and phone
- Assigning responsibilities to sales team members
- Dealing with reps who don't perform and reassigning duties to other reps
- Having a debriefing with reps
- Organizing the information from your reps for follow up
- Figuring out commissions and making payments
More details
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Content
INTRODUCTION 7
PART I: FINDING AND HIRING YOUR REPS 9
CHAPTER 1: DECIDING WHEN YOU NEED A SALES REP OR TEAM TO REPRESENT YOU 11
The Difference between Sales Reps and Using a Service for Getting Clients or Referrals and Leads through Networking …………………………………..11
Deciding to Hire a Sales Rep or Create a Small Sales Team………………..12
CHAPTER 2: FINDING PROSPECTIVE SALES REPS……………..……....15
Where to Find Reps………………………………………………………….15
Family Members, Relatives and Friends……………………………….....15
Business Networking and Referral Groups……………………………….16
Meetup and Interest Groups………………………………………………18
Advertising and Announcements for a Rep………………………………21
Creating a Recruitment Plan………………………………………………...23
CHAPTER 3: ORGANZING YOUR SALES MATERIALS 27
Creating Materials to Recruit Your Sales Reps……………………………..27
Other Recruitment Materials about Your Program………………………….31
Sales Materials Which Sales Reps Will Use to Pitch Your Program……….32
Organizing Your Sales Materials……………………………………………32
Background Information about You and Your Company…………………...33
CHAPTER 4: CREATING YOUR COMMISSION ARRANGEMENTS AND CONTRACTS 35
Payment Arrangements………………………………………………….......35
Offering a Draw and Commission……………………………………… .36
Offering a Straight Commission………………………………………….36
Establishing a Commission for Different Types of Work………………......37
CHAPTER 5: EXPLAINING THE REQUIREMENTS AND INTERVIEWING PROSPECTIVE REPS 39
Prequalifying Prospects……………………………………………………...39
Setting Up a Follow-Up Exchange or Interview…………………………….40
Creating Guidelines for Your Rep…………………………………………...41
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