This involves more than a simple siloed approach of what you do – it needs to encompass all of the intricacies of your agency and its services, your differentiating factors, and detailed information on what your competitors are doing right – and wrong.
#2 Fill in the gaps
Assess the salesperson’s skills to maximize strengths and provide support where there are weaknesses. If you hire someone with sales experience in another industry, for instance, you’ll want to showcase how home care sales are different. Or the person may have great customer service skills, but no sales training. Supplement where needed with specialized sales training to ensure you’re setting your new salesperson up for success.
#3 Review relationships
Who does your salesperson already have relationships with, and will they translate into business opportunities for your agency? Determine how you can best leverage any existing relationships your agency has as well, providing the trainee with introductions where appropriate.
#4 Utilize virtual resources
As we’ve found ourselves in the position of avoiding face-to-face contact with each other since the pandemic began, it’s more important than ever to make use of virtual and digital marketing resources, phone calls, and other creative ways to stay in touch and top of mind when in-person visits are restricted. Consider deploying a variety of digital marketing tools, such as regular social media posts, email campaigns, and newsletters.
#5 Have a plan
Now it’s time to create and implement a strategic plan for your new salesperson that includes the who, what, where, how and when: