I can’t give you a number on that. Selling is so weird, some days and weeks you’ll hit practically every ball out of the park. The very next week, you strike out every time you meet a new prospect.
Keep in mind that just because YOU are hoping to sell – the timing may not be right. Allow me to illustrate...
Let's say you received a really incredible advertisement from a top notch roofing contractor, offering a once in a lifetime special offer on roof repair work. You look at the offer and recognize that this is the absolute best offer, from the absolute best roofing company in your area. You say to yourself, wow this is offer is too good to be true! In fact you are so moved by this amazing offer that you reach for the phone and begin to dial their number. And then all of a sudden it hits you... "wait a minute, I don't need to have my roof repaired right now - my roof is in perfect condition".
You see... the very BEST contractor, with the very BEST marketing, and the very BEST offer, is DEAD IN THE WATER, if the timing is not right. And let's face it, the timing is seldom ever going to be right when YOU want it to be. They might have just had their carpets cleaned. They might be changing management and everything is up in the air right now. They might have had a bad day and the carpet is the last thing on their mind. The list of possible reasons why now is not the right time could go on forever. Therefore a singular sales attempt might not be coming at the best time. And that is why it is so important for your salesperson to continue TARGETING your worthy prospect. Making multiple impressions on the prospects mind is how success is achieved.
Notice that I said "worthy" prospect.
Have your new salesperson make a list of the choicest prospects. And then make sure that he targets them with the laser-like precision of a marksman. He can't shoot blindly and expect success. Rather he will need to carefully target these worthy prospects in a very intentional way. And as he continues to tactfully make return visits on key prospects, recognize that your company is moving closer and closer to YES! Have him continue to contact them with letters and personal visits to their business. Offer to do a free demo. Drop by some gourmet cookies along with a carpet care guide and a free bottle of spotter. In other words stay in front of them. And when it finally comes time that they have an itch - you'll be the company they call to scratch it for them.
BUT IF YOU'RE PERSISTENT, YOU CAN AND WILL LAND A HIGH PERCENTAGE OF DEMOS!
As far as compensation, I don’t have numbers for you since I’ve never hired a salesperson (I've always done it myself). However I’ve heard that it’s an easy way to lose money, if you don’t have a good salesperson who can really make the sales. So you’ll need to stay on top of the salesperson to make sure he is performing for you. But you are a WISE business man, and I’m sure you have already considered that.
I wish you success with your new venture! I’m sure you can make a success of it, just make sure that you have a good SYSTEM to monitor his progress and keep him on track. Please keep us posted.
Wishing you success Mike!
Rick Gelinas
rick@excellent-supply.com
