Sales are the heartbeat of your business – if you’re not selling, you’re not growing. At some point, however, you’re going to need help keeping all of your sales on track.
Don’t get me wrong; I love being involved in the sales process. Being able to talk with business owners, having the opportunity to help them see r the issues that are holding them back, and working with them to create a plan to crush their goals…it’s exciting and fulfilling.
However, the fact remains: there’s only one of me to go around. I’m great at multitasking and can pack a lot into a day, but I’m not able to be in two places (or on two calls) at once. In order to continue to help more people and grow my business, I needed to expand with the right team.
Who are the right people for your team, though? How do you know you’re ready to expand your sales team, which positions should you hire for, and what systems should you put in place to help them work productively?
These are great questions, and I’ll be answering them in my free November webinar. In the meantime, I’d like to dive into some of them in this post!
Expanding Your Sales Team
It might be tempting to bring people in to handle tasks like scheduling and intake (and there is a point at which this becomes a wise choice), but the first person to add to your Sales Team should be a Client Engagement Specialist.
This role is commonly known as a Salesperson, but honestly, it’s so much more than that.
The sales process is built on a foundation of relationships. In order to build these relationships, you need to understand your prospective clients – their needs, their pain points, their goals, and the solutions that will best fit them. You need to be able to meet them where they are and help them envision the path to where they want to be.
A scheduler is a valuable member of your team, but they can’t assist you in building that relationship with your potential clients. And until you find the person who can, you’re going to continue running to catch up with your sales activities.
A Client Engagement Specialist is a rockstar who can step into this role. They work to understand your business, your offerings, and the unique ways in which you impact your clients’ lives. They know who your ideal clients are and how to connect with them – and they can help you find new ways to bring in business.
Are You Ready to Expand?
Once you know who to hire, the next step is to decide if you’re ready to expand. Is your business ready to bring on a Client Engagement Specialist?
This is an important question to answer. Whether you’re a business owner who loves every step of the sales process or one who would love nothing more than to get it ALL off your plate, you still need to consider which parts of the process you’re ready to hand off.
Up until now, you have probably been primarily responsible for your sales. You’ve built the relationships, handled the strategy, and brought your clients through each step. Deciding which parts you’re ready to give up can be challenging.
Challenging, but worth it.
When you decide on the specific duties you want to hand over to your Client Engagement Specialist, you can find the person your clients will love – and the person you can work closely with to grow your sales !
Let’s talk, we will help you decide the best next step for your business and whether now is the time to bring on a CES, let us know – we’re here to help you find the solution that’s right for you!