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Success with Sales Reps - Unlocking SUSTAINABLE Growth
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Do you have a sales constraint? If you have excess manufacturing capacity, you have a sales or marketing constraint. A question I typically ask is if I waved my magic wand and increased your sales by 20%, could you handle it without a lot of overtime and chaos?
If your answer is yes, you have a sales or marketing constraint. I have helped many companies create "mafia offers". But having an offer does not ensure you're getting your offer in front of enough prospects.
One approach to getting in front of more prospects is to use sale reps ... BUT there are tons of issues with that.
Many of the shops I've worked with have tried the sales rep route only to be disappointed. The challenge in utilizing sales reps are many:
- How do you attract the best?
- How do you interview to make sure of fit?
- How do you train them, so they only bring jobs that are a good fit?
- How should they be compensated?
- How do you manage them?
- How do you ensure results?
Often if the rep doesn't work out, you're out a lot of time and cash.
I recently connected with Josh Long, author of Bottleneck Breakthrough, and he really gets the challenge of managing sales reps, while also knowing how much they can unlock growth for the right businesses that are at the right stage to handle them.
I found his approach refreshingly different and thought you all might benefit from his perspective.
I asked him to share his framework with our little job shop world.
In this video Josh covers:
• The biggest pitfalls small business owners fall into when adding sales reps to the team and how to avoid them.
• How to build a sustainable approach that doesn’t cost a fortune across marketing, sales, and their systems to win sales today.
• How to manage sales reps successfully, without burning them out or having to put up with their excuses.
• Three keys to recruiting sales reps that perform and add value to your business from day 1.
And at the end I asked Josh what to do about sales reps who bring jobs that are NOT a good fit.
If your answer is yes, you have a sales or marketing constraint. I have helped many companies create "mafia offers". But having an offer does not ensure you're getting your offer in front of enough prospects.
One approach to getting in front of more prospects is to use sale reps ... BUT there are tons of issues with that.
Many of the shops I've worked with have tried the sales rep route only to be disappointed. The challenge in utilizing sales reps are many:
- How do you attract the best?
- How do you interview to make sure of fit?
- How do you train them, so they only bring jobs that are a good fit?
- How should they be compensated?
- How do you manage them?
- How do you ensure results?
Often if the rep doesn't work out, you're out a lot of time and cash.
I recently connected with Josh Long, author of Bottleneck Breakthrough, and he really gets the challenge of managing sales reps, while also knowing how much they can unlock growth for the right businesses that are at the right stage to handle them.
I found his approach refreshingly different and thought you all might benefit from his perspective.
I asked him to share his framework with our little job shop world.
In this video Josh covers:
• The biggest pitfalls small business owners fall into when adding sales reps to the team and how to avoid them.
• How to build a sustainable approach that doesn’t cost a fortune across marketing, sales, and their systems to win sales today.
• How to manage sales reps successfully, without burning them out or having to put up with their excuses.
• Three keys to recruiting sales reps that perform and add value to your business from day 1.
And at the end I asked Josh what to do about sales reps who bring jobs that are NOT a good fit.
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