Have you Hired a Sales guy?

I just hired my first sales guy who will be starting this coming season. He's ben in sales for over 10 years and is currently doing great at it. He is also one of my good friends. We worked out a cash commission payout as of now. For those of you who have sales employees or anybody working marketing for you; pros/cons, any advice and how successful has your sales people ben for you?
 
I also do all the sales for our company but i do agree having another salesman would allow me to expand and grow. The salesman would be responsible for keeping a truck busy hence freeing me up as well to do things to keep the business growing. I too would also be responsible for keeping a truck busy as well. My thought is if i have 2 trucks ( one truck now averages 7500-12000 per week in the peak season) if i double that ( 15000-24000) in a week then i should be able to hit the 500000 or higher no problem.
 
I have had 3 salespersons. I used to pay a draw against commission, that failed in a bad way. My current and most previous salesguys are paid a base salary plus commission/bonus, and it's worked really well. They are busy with inside sales 9 months out of the year, and then do outside sales over the winter. I now have my evenings available for my family.
 
I have had 3 salespersons. I used to pay a draw against commission, that failed in a bad way. My current and most previous salesguys are paid a base salary plus commission/bonus, and it's worked really well. They are busy with inside sales 9 months out of the year, and then do outside sales over the winter. I now have my evenings available for my family.

What do you mean inside and outside sales
 
What do you mean inside and outside sales
. Inside sales are quoting and closing leads that are provided to him via our marketing efforts. Outside sales is cold calling, or some means where the sales guy finds the clients by his own initiatives.
 
. Inside sales are quoting and closing leads that are provided to him via our marketing efforts. Outside sales is cold calling, or some means where the sales guy finds the clients by his own initiatives.


Gotcha. So without getting to crazy what would be a job description of your salesman?

im hiring a girl currently so I'm trying to get myself positioned right with it. What should I expect out of her, what would be a few things she is aiming to achieve?
 
Gotcha. So without getting to crazy what would be a job description of your salesman?

im hiring a girl currently so I'm trying to get myself positioned right with it. What should I expect out of her, what would be a few things she is aiming to achieve?

If you don't already have systems spelled out (like sales scripts and faq's) along with spreadsheets that make quoting everything super easy, you will be designing those with her to start out with. Systems run your business, and people run the systems. You shouldn't build a position around a person but that doesn't mean you can't gain a ton of value by having your people help design the systems. You are the expert but they get more buy in if their input in valued. For sales its easy to quantify expectations. I like to have a closing % target, and also a booking dollar minimum. They know if they aren't closing x per month, they are not meeting your expectations. Spell out the consequences (probation, reduced pay, termination?). Then you can give bonuses for different targets. We have weekly, monthly and annual target bonuses for sales. In addition to the obvious revenue goals, for inside sales you want to target, monitor and reward things like response timing (how long does it take for the quote to get sent off after the lead comes in). For outside sales you want to target, monitor, and reward things like phone calls and unsolicited quotes (how many new contacts each week and how many bids are sent off each week). I'm still learning how to quantify the really important stuff like building relationships with PM's and referral sources.
 
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