Let’s face it, creating a door to door sales team is daunting.
If your business is making a transition into door to door sales, you need to be aware of every piece of the equation.
You will be faced with many tough decisions¬†that will make or break your success. That’s why we put together this comprehensive guide to help you create a successful door to door team from scratch.
Step 1) Define Your¬†Relationship With Customers
Everything¬†starts with the customer. Think about your specific business and market:
- Who is your target demographic? (In a in-depth and personal way… really, who are they?)
- Do you already have a profitable sales system in place?
- What is required to close a normal sale? Typical sales objections?
If you want to branch out and scale your business, by hiring door to door sales reps, this is a very important step. If you neglect it, you won’t be able to effectively lead your new team. So start with the customer, and tailor your¬†sales strategy to their specific needs. Take a serious amount of time to try out various sales approaches, and record what works (and what doesn’t). Once you’ve got a good idea of the¬†general sales strategy, the next step is to get it down on paper.
Step 2) Turn¬†Your¬†Sales Strategy Into A Repeatable¬†Process
Take¬†your sales strategy and break it down, piece by piece, into a simple repeatable process. The more you can simplify each step of the sales process, the better your new reps will be at learning it. Ideally, you should have a sales strategy that almost anyone could pick up and follow to success.
Consider different pieces¬†of the sales equation like:
- The main benefits of your product – tangible and intangible
- Typical sales objections and appropriate responses
- What it feels like to be your average customer
- The relationship customers have with your product
One powerful way to impart some of this knowledge on new sales reps is to have them act as¬†customers. Have them listen to the pitch, buy your product, and use it for a sufficient amount of time. This will help them understand and empathize with prospects during their first few interactions.
To teach the more “mechanical” side of sales, compile all of this relevant information into a booklet¬†for new reps to study. (Covering everything from the “pitch,” to the benefits, the demographics of your customer, and¬†anything that will help reps get acquainted with your market.)
Step 3) Figure Out Your Ideal Sales Person
Hopefully now you have a concrete idea of your target audience, their relationship with your business, and what it takes to convert a lead into a satisfied customer. All that’s left — as far as recruiting and hiring goes — is attracting the right reps to your job offer.
Here’s where the process gets complicated:
- What qualities are you looking for? Real-world experience… education… personality?
- What commission and bonus structure?
- What are the requirements of your job? Expectations, schedule, duties?
It’s important to consider “both” sides of the hiring process when answering these questions.¬†Offering higher compensation typically gives¬†access to more desirable candidates, but only if your business can support them sufficiently. These are important questions to consider because they will have a direct impact on the success of your sales team.
Look at¬†your recruiting process (and all of the other elements of your job offer) as constantly evolving.¬†This will allow you to modify the sales position overtime to make it more enticing to the right candidates, and help you grow your business as fast as possible.
Have you figured out what type of sales people you want to recruit? If you’ve followed the guide so far, getting the attention of your ideal sales reps will be relatively¬†effortless.
Step 4) Teach, Lead, And¬†Mentor
So now you have the foundation of a sales team. You know your customer, you know the right sales approach, and you’ve gone through the recruiting process. If you’re trying to form a powerful sales team though — one that lives to beat expectations and drive record-breaking numbers — you still have one vital piece of the sales management equation to cover.
Before you hire your first new salesperson, you need an¬†on-boarding process covering:
- How will you train the reps?
- How long does it take a brand-new rep to learn your process?
- How will you define a rep’s success?
- What support structures are in-place to guide new reps?
Keep in mind, you will never have a 100% success rate with newly hired reps.¬†Every single company has to accept that a certain percentage of all sales reps won’t make the cut — that’s just a part of business. Although, you do have¬†some control over this.¬†Your on-boarding, training programs, management and leadership skills will decide how many (or how few) of your reps become successful. Similarly, they determine how quickly¬†a¬†new sales person gets acquainted to your¬†specific company’s sales process.
Make The Most Of Your Investment
If your business is new to door to door sales, then this entire process is an investment. It’s an investment into your sales team,¬†but on a larger scale it’s an investment into the future growth of your company. Give this process the time and meticulous detail that it deserves — anything less will lead to a lackluster sales team and¬†unimpressive¬†sales numbers.
1)¬†Define your customer, your product, and their inter-connected relationship.
2) Develop a successful (and repeatable) sales pitch, through trial and error.
3)¬†Systematize your sales approach into a comprehensive step-by-step process.
4) Figure out your ideal sales candidate, and an appropriate job structure to attract them.
5) Create training, management, and mentorship systems to support new reps.
Creating a successful sales team does not need to be arduous. It requires effort and the right processes in-place, but it is possible for almost any company.¬†Use this guide and take a careful look at your approach to sales recruiting. Do you notice anything that can be improved? Take the first step towards creating a successful sales team from scratch and implement any new insights right away.