Q & A
JACK DALY
Insights From The Expert
1 . HOW DO I DEVELOP A GROWTH PLAN FOR THE SALES ORGANIZATION ?
Steven Covey said it best : “ Begin with the end in mind .” The first thing we have to wrestle down is what is it we are attempting to build . Some call that vision . Let ’ s say you have an $ 8 million company that has a vision of growing to $ 20 million . Figure out the progression of how many years / months it will realistically take to get to $ 20 million . Along the way , additional new sales hires will be necessary , based on your experience of what is a legitimate load for a salesperson to carry . Additionally , be sure to build in the needed timeline for adequate training rather than rushing the salespeople into the field to “ sell ,” when in reality , we are rushing them to “ fail .”
2 . HOW DOES A SMALL FIRM RATIONALIZE HIRING A SALES MANAGER WHEN THE SALES TEAM IS SMALL ?
Again , a part of the answer is similar to the above answer , which is dependent on the overall vision and timing of the planned growth . The rationalization basically comes down to this if you are serious about the growth plans , then the Sales Manager will make it happen by growing the sales team in quantity and quality . If you hire the right Sales Managers and pay them appropriately , they should pay for themselves in less than a year with the increased business the sales team generates .
3 . HOW DOES ONE GO ABOUT CONVERTING AN INSIDE SALESPERSON TO AN OUTSIDE SALESPERSON ?
Generally speaking , it ’ s not advisable . Nor is going in the opposite direction ! Inside salespeople are typically “ farmers ,” and their profile does not work in the field proactively gaining customers . Outside sales is typically best done by a “ hunter ,” and this profile doesn ’ t work well in a reactive mode . Note this move can occasionally work , but I wouldn ’ t chance it . Go with the better odds !
4 . WHEN IS IT TIME TO ENTERTAIN GETTING AN ASSISTANT ?
Yesterday ! Figure out the high payoff activities ( HPAs ) and stay solely focused there . Calculate your hourly rate , and anything that can be done by someone else at less of a rate should be flipped accordingly . Model the Masters ( Top Performers ) and you will discover the presence of assistant ( s ). If you wait to hire until
10 | FALL 2018