Today I want to talk about how to hire remote salespeople for your business.
There are Two Reasons You Hire Remote Salespeople.
- You want access to better candidates.
- You want access to a new market by hiring someone in an area with expertise in a specific market or region.
Whatever the case may be for you, getting this right is essential. As business owners, we’re under a lot of stress right now, trying to navigate this crazy economic climate. You’re trying to balance your work and family life. Not to mention the overwhelming sense of responsibility you feel to make sure your employees can put food on the table.
What Can Happen If I make a Bad Hire?
- It can affect the finances of your business.
- It can affect the culture of your business.
- In some cases, it can affect the existence of your business.
What is the biggest mistake small business owners make when it comes to hiring remote people? They use a “bargain hunting” formula. They hire well below their needs. The formula looks like this. =
Affordable + Some Potential + Close Enough Experience = HIRED.
The probability of this candidate being an impact player for your business is very low. They are an investment, a long-term play in your business. They should be close to you. You’ll need to train, nurture, and indoctrinate them into your business before you set them free.
How Do I Hire Remote Salespeople For Impact?
I suggest a formula like this.
Drive Productivity + Enhance Culture + Bring Capacity = High Impact Talent.
Let’s break each of those points down.
Drive Productivity – Someone who has the experience that you need, who can be a driver, and perform at a high level.
Enhance Culture – Someone who believes in what you believe. They stand up and are a leader in your business.
Bring Capacity – I define capacity like this: Stop hiring people that can grow with your business and start hiring people that your business can grow into.
I want you to think about that for just a second. You should be hiring people that have more experience than you need. These people can pull your company along and make you better.
How do I Hire High Impact Talent?
First, you need to define the role clearly. Know exactly what it is you’re looking for. Don’t fall victim to the smooth-talking salesperson. Three months after you hire them, you realize that they don’t have what you need.
After you clearly define the role, you can create what we call our Employee Avatar. We measure every candidate against this avatar to make sure they have the “key” skills we need. They’re going to be a culture match for our client. And they have the capacity we need to pull our client’s business along and make them better.
If they are not an 80% match to our Client’s Avatar, we don’t pursue them. No matter how good they are. We want to make sure we get the right people in our positions. We want them to have an immediate impact on our clients’ business.
Hiring for Potential vs. Capacity.
When you hire a remote salesperson, you have to get it right, you can’t afford to hire for potential. That takes time and resources you don’t have.
You need to hire for capacity. You have to make sure the candidate is a match for your culture. They’re going to be interacting with your people and sour your culture.
You have to make sure they can drive productivity. It will be more challenging to train and manage them in a remote situation. You’ll have to manage the end-result. Highly productive salespeople with integrity will always find a way to meet the expectation.
I’d love to know what your thoughts are on hiring remote salespeople. Leave your comments below.
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About the Author
Corey is currently the Principal Consultant of Key Hire Team Building Solutions, the only solution on the market that helps Small Business Owners focus on Positions, People and, Process so they can enjoy a stable, growing business and balanced life.
He is a driven consultant, teacher, keynote speaker, and three-time business founder. After shutting down his Recruiting Agency HRN in Canada to move to Houston, Texas, Corey realized that the vast majority of businesses and business owners were severely underserviced and, in some cases, completely ignored. So, he created and launched a company with a mission of helping small and mid-market business owners. He has authored dozens of articles on team building, talent acquisition, and the power of Building High-Impact Teams for growing companies.
Corey is currently the Principal Consultant of Key Hire Solutions, the only solution on the market that helps Small Business Owners focus on Positions, People and, Process so they can enjoy a stable, growing business and balanced life.
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