A letter to the new class: February 2018 - Four new hires to help our education technology division grow.
Welcome back Hannah. Welcome aboard Jack, David and Danny. You four along with Bob are going to make one great sales team for our client.
Sam, your trainer, mentor and manager, is excellent and eager to transfer knowledge to you. With over 10 years of education and sales experience, Sam is quite possibly the best education technology inside sales manager in the country. His understanding of the market, knowledge of the customer and interest in helping school districts around the country is incredible. And, his ability to teach, coach and help sales people will no-doubt make a huge impact on your careers here at EP.
Like growth in any company, this experience has been stressful yet fun. To onboard four new hires (1/4 of our company), is nothing easy. But, we were lucky to find many excellent candidates, conduct dozens of interviews, and select the most excitable, energetic and professional group of new hires we could ask for.
Welcome to EP. Within a few days you were on the phones setting appointments and generating interest in demos. All of you were able to speak intelligently with prospects and demonstrate a great understanding of our client's value proposition.
You're making progress on understanding our business, the business of our client, and adding tremendous value towards hitting our sales goals and helping millions of students around the world.
We look forward to the excellent work you're about to do.
Professor, pioneer of consultative selling and author of "SPIN Selling" Neil Rackham says that entrepreneurs are terrible salespeople for their own products or services (see video).
Why? He says that while entrepreneurs are enthusiastic and love what they do, selling isn't about who the seller is or even what the product does. It's about the customer and what their needs are.
We've talked with hundreds of entrepreneurs and small business leaders who are directly responsible for driving company revenue and we've found that many aren't equipped with the tools necessary to effectively drive revenue.
What do you think?
Did you know that hiring a sales rep can cost on average $115,000? A study conducted by DePaul University in 2012 found that the average total cost to hire a new sales rep is $115,000. This has probably grown.
On average it costs $29,000 to hire someone. This includes things like job posting and recruiting costs, salary costs for all interviewers and travel. Additionally, it costs $36,000 to train an employee. Time spent by the training staff (or fellow reps), management and the employee, as well as any additional resources and training courses cost a lot of money.
Here are a few basic, but important best practices that I’ve found over the past 15 years...
#1 Always Recruit
Listen to EP senior leadership discuss all things sales with some of the brightest sales consultants, authors, and entrepreneurs in the country!
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.