In my opinion, the only reason to go to one of those Chamber events is to look for sales people to hire since that is all that go to them. I think that might be what someone was suggesting when they mentioned it. If you are a one man shop I would definitely consider 1099 them just for simplicity sake. On the other hand, that is one more reason a professional salesperson won't work for you; lack of benefits.
On Fri, Oct 28, 2016 at 12:37 PM Joe Falaschi <[email protected]> wrote: > Two other things: > > You/someone should figure out your buyer personas. For us we sell very > little Internet Service to retail organizations - especially directly. > They all seem to have corporate policies and decisions. The vast majority > of our retail sales come in via the CCRs of the world. > > We stopped going to the Chamber of Commerce events. We left at least > three of them in the area. It just seemed like everyone attending events > was either another sales person or not fitting into our buyer personas. We > looked at who our best customers were and who was attending the events and > the positions and companies were not matching up. Generally the CFOs and > IT directors are not going to the Chamber events. A lot of small service > businesses who wanted basic best effort internet service were attending. > If you have the time and want to be a part of that community - it might pay > off in the end but it wasn’t for us. > > Joe > > > On Oct 28, 2016, at 9:27 AM, Mike Hammett <[email protected]> wrote: > > Either approach. Sometimes the management company wants to be involved, > sometimes they don't. Sometimes the anchor stores are owned separately from > the rest. > > ----- > Mike Hammett > Intelligent Computing Solutions <http://www.ics-il.com/> > <https://www.facebook.com/ICSIL> > <https://plus.google.com/+IntelligentComputingSolutionsDeKalb> > <https://www.linkedin.com/company/intelligent-computing-solutions> > <https://twitter.com/ICSIL> > Midwest Internet Exchange <http://www.midwest-ix.com/> > <https://www.facebook.com/mdwestix> > <https://www.linkedin.com/company/midwest-internet-exchange> > <https://twitter.com/mdwestix> > The Brothers WISP <http://www.thebrotherswisp.com/> > <https://www.facebook.com/thebrotherswisp> > > > <https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg> > > *From: *"CBB - Jay Fuller" <[email protected]> > *To: *[email protected] > > *Sent: *Friday, October 28, 2016 8:06:09 AM > > > *Subject: *Re: [AFMUG] Finding Sales People > > > > I'd love to wire up whole strip malls to and have had this conversation > with a potential sales guy - but how do you get access? is there one > management company or one land owner you have to get through? Once you > wire the place do you own your own infrastructure? ( no ) , can you get a > term-deal? I'm not sure, can you? > > > ----- Original Message ----- > *From:* Mike Hammett <[email protected]> > *To:* [email protected] > *Sent:* Friday, October 28, 2016 7:58 AM > *Subject:* Re: [AFMUG] Finding Sales People > > I'm not in a position to offer a base pay that would do anything other > than offend. If they want to hook up everyone in a strip mall, paying $100 > each, I'm fine with that. Each deal is $100, but there's seven separate > deals, that's real money whereas if I discourage them from lower deals, > they wouldn't have chased that. If they want to work all day for a > $30/month account, that $3/month residual is all theirs. I'm not out much. > Tying the compensation to the value of the sale should incentivize most > toward the higher dollar accounts. > > I figured the long term residual would be self-fulfilling. If I'm getting > paid forever from the customer, paying the sales guy forever really isn't > an issue. Once the ROI is done, I'm in an even better position. If the > customer stops paying me because the sales guys wasn't taking care of them > properly, I'm no longer paying the sales guy for that account. If he stops > working because he's collecting $10k/month for doing nothing, fine. I get a > new sales guy. If someone truly wants to do nothing, they'll do everything > in their power to do it. > > > Then again, I'm not getting any bites, so maybe I have the wrong approach. > > > > I have done regular LinkedIn posts and even shared those posts to the > greater Chicago area B2B and sales groups, but not a job position ad. I > have a hard time swallowing paying $400 without the guarantee of getting > someone good (or at all). > > > > ----- > Mike Hammett > Intelligent Computing Solutions <http://www.ics-il.com/> > <https://www.facebook.com/ICSIL> > <https://plus.google.com/+IntelligentComputingSolutionsDeKalb> > <https://www.linkedin.com/company/intelligent-computing-solutions> > <https://twitter.com/ICSIL> > Midwest Internet Exchange <http://www.midwest-ix.com/> > <https://www.facebook.com/mdwestix> > <https://www.linkedin.com/company/midwest-internet-exchange> > <https://twitter.com/mdwestix> > The Brothers WISP <http://www.thebrotherswisp.com/> > <https://www.facebook.com/thebrotherswisp> > > > <https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg> > > *From: *"Lewis Bergman" <[email protected]> > *To: *[email protected] > > *Sent: *Friday, October 28, 2016 7:45:13 AM > > > *Subject: *Re: [AFMUG] Finding Sales People > > First, I would focus on just business sales and raise the minimum package > value sold by this person to a few hundred dollars. You don't want them > wasting time with the consumer level stuff you already handle well. Small > businesses wanting to pay $100 or less are making their own phone calls and > expect to be treated more like regular consumers since that is what they > really are. Next, make sure you put a limit on the revenue share. Tying it > to a contract length or 18 months are good. If you give them rev share > forever eventually they don't need to work to earn a substantial paycheck > and become unmotivated. At least that is how it ended up for us when we > made the mistake. > Most of these people want some kind of estimate of what they can earn so I > would try to come up with that and put it in the ad. In addition, if you > can pay a lower commission and add base pay some people are just not in a > position to live commission only. I prefer it and I think the absolute best > sales people do but you just might not get those people. Maybe consider > doing without the first month and replace with a base as an option. I give > my candidates the choice and the option to switch at 12 months. > You might try LinkedIn. I have had some success recruiting there. > Otherwise, if you like a salesperson that tries to sell you on a B2B > service ask them if they know anyone interested in a sales position. They > may be or they may know someone who is. That is how I hired my last one. I > like copier sales people for their technical side. I like the phone book > salespeople as they are 100% cold call with no support for leads. It also > easy to make a case on the fact that they work for a dying company. Most of > them are actually selling web pages so they are close to your business > anyway. > > On Fri, Oct 28, 2016 at 6:46 AM Mike Hammett <[email protected]> wrote: > > What's the best way to get a B2B sales guy? That's the overall point, but > digging in deeper, what should I be asking for? I'm very tech oriented, > very little sales. I'm needing someone that can do it on their own without > guidance from me on what I want them to do. To me, sales sounds more like > B2C or lower end services while business development sounds more B2B or > higher end, but does the sales world reflect that? > > Where do I look? The #1 source people say is referrals, but apparently I > don't know anyone that knows anyone worth a darn as I've posted it on > various social media... a dozen times over the last couple years. > > > Here's the copy from a posting I did this past summer: > > Job Description > Local ISP seeking independent sales leader. ICS has been operated in the > DeKalb - Naperville area for 12 years by tech guys. > Compensation will be a one time commission after the sale and a 10% > residual to ensure the customer is attended for on an ongoing basis. Our > services range from $30/month into the thousands of dollars a month. The > path you take is yours. > Job Requirements > We need someone with B2B experience to lead our sales force. You will be > responsible for the entire sales and marketing process. The tech guys will > say what they can do where and your job will be to develop the strategy and > then pursue those clients. We can teach a good B2B salesperson the tech > they need to know far easier than you'll teach us how to sell. > We believe that boots on the ground would be necessary, so willingness to > travel to the DeKalb, Kane, Kendall, southwest DuPage and northwest Will > County areas as needed would be required. > > > > > ----- > Mike Hammett > Intelligent Computing Solutions <http://www.ics-il.com/> > <https://www.facebook.com/ICSIL> > <https://plus.google.com/+IntelligentComputingSolutionsDeKalb> > <https://www.linkedin.com/company/intelligent-computing-solutions> > <https://twitter.com/ICSIL> > Midwest Internet Exchange <http://www.midwest-ix.com/> > <https://www.facebook.com/mdwestix> > <https://www.linkedin.com/company/midwest-internet-exchange> > <https://twitter.com/mdwestix> > The Brothers WISP <http://www.thebrotherswisp.com/> > <https://www.facebook.com/thebrotherswisp> > <https://www.youtube.com/channel/UCXSdfxQv7SpoRQYNyLwntZg> > >
