Your Hybrid Sales Team

By Mike Philie
In June 8, 2015

No, this is not a new electric sales team. It’s what you have when you combine the sales force that got you where you are with the sales force that will get you to where you want to go.

There are many areas to consider in building this parallel effort within your business. Where do you find these folks? They may come from internships, clients, and suppliers or even from outside the industry. How do you make your company an attractive place to work at, how will you pay them, how will you support them, who will they call on, what’s the sales process and how can you increase the odds of your mutual success.

This is your chance to hit the reset button without causing a major distraction to your current legacy sales organization. Some of the “must haves” and the “nice to haves” in building out this team would include:

  • Looking for these candidates is a new venture for most. You won’t be looking in the same places and you won’t be looking for the same kind of talent either. Use your networks, use LinkedIn and other sites proactively and making your company the place people want to work at are key drivers.
  • You must clearly define what you are looking for and articulate your expectations and what success looks like for both you and the sales rep.
  • Utilize one of the various assessment tools available. I don’t recommend these be used as a hire-no hire decision but to validate or question your thoughts, assist you during the interview process and to use as a coaching guide once the person has been added to your team.
  • Review the type of leadership, training and coaching (yes, there is a difference) you can and need to provide and fill in any gaps so this initiative will have a chance of being successful.
  • Be prepared to lead this group in a different manner than your legacy, existing sales force. Most of these folks are motivated in a different way, and see themselves in a different business than your legacy folks.
  • Have a plan to integrate these new reps into your existing culture and infrastructure and don’t be afraid to change things up a bit.

 

If you’re building your hybrid sales team and would like to discuss your progress, please reach me at mphilie@epicomm.org or 201-523-6302.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

1 Comments

  1. Mike,

    Great to meet you and spend some time “recapping” our situation. I was impressed with your experience and knowledge and ability to cut to the heart of the Sales process issues. I could clearly see and feel the coaching approach to your method. Looking forward to more. Thanks,

    Jon

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