Our First Sales Hire

Members of the ISP-Marketing list offer tips and share stories about what ISPs should look for when they hire their first part-time salesperson.

[May 15, 2002]

On the ISP-Marketing list in April, RF inquired,

"As the owner of a very small rural ISP, I'm kicking around the possibilities of hiring a sales person. Is it possible to find part-time sales people who are actually worth anything? Should I look at outsourcing? How much risk do I face by hiring a salesman who ends up being terrible? Any way to realistically limit my liabilities here?"

A number of respondents recommended turning to local resources for help:

[JB offered] "If I were you, I would talk to people in the service businesses around you to find out how they do it. Hiring and managing a sales person for the first time can be tricky."

[DD observed] "I found a recent graduate with a Master's degree in Women's Studies. She has worked well so far. I am paying her $10 per hour plus a $5 commission for each sale. In addition, I provide her with a cell phone and mileage reimbursement. She works approximately 30 hours per week."

Others discussed the pros and cons of outsourcing:

[AS suggested] "It is possible to outsource telemarketing; this may be a good way to start. You are unlikely to get a good sales guy part time."

[RL added] "The majority of the technical support companies also offer outbound telemarketing. It makes sense, because they can keep the reps busy at low support times."

[MS warned] "Be careful: there's a huge difference between a good tech support agent and a good sales agent…"

Still others responded to the inquiry about minimizing liabilities:

[JB advised] "Your liabilities could be large if you don't know when to get rid of the sales person who is not performing. Remember, you're hiring an employee, not a friend. Have mandatory weekly sales meetings, no matter how small the company. Review their proposals before they go out, to make sure they are not promising anything you cannot deliver. Ask for weekly prospecting reports with number of calls, contacts made, meetings scheduled, meetings held, and their results. You should see results in about 90 days: you will know how well the sales person is doing by the types of reports you are receiving in the sales meeting, as well as the closing ratio."

[DD added] "To limit your liability, hire the person with a temporary hourly three-month probation with the understanding you will provide benefits once you witness results—those results should be discussed and agreed upon in advance."

—End