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Hiring Business-to-Business Salesmen

Discussion in 'Offline Marketing' started by blackhatbob, Jan 20, 2010.

  1. blackhatbob

    blackhatbob Newbie

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    Most of the methods in this section detail talking to local businesses about different online opportunities for them (website design, seo, ppc, etc). I was wondering, where would one find people who understand this idea, work on a commission basis, and could provide a good sales volume?
     
  2. nipit007

    nipit007 Junior Member

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    Put a free ad on craigslist, pay on a commission basis only. How could you lose? Just go for it. Even if ya get a bad salesman it doesn't matter. Keep placing ads till ya get a hot one.
     
  3. oxonbeef

    oxonbeef BANNED BANNED

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    Any good salesman will work on a commision only basis. He knows his skills. If a salesman
    needs a retainer he ain't worth his salt, Throw in some bonuses for productivity and the big
    guns will come out to play.
    As long as you can give them product knowledge leave the sales process to the pros.
    You could have consultive salesmen or straite up in your face closers.
     
    Last edited: Jan 20, 2010
  4. 500leads

    500leads Newbie

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    Occupation:
    marketing consultant for local businesses
    Location:
    USA
    I agree with OX.

    A strong b2b sales candidate knows he can make a lot more money with an attractive commission program than with base plus tiny commission.

    My way's not the only way, but it works exceptionally well for my needs.

    I hire b2b sales from resumes on CL and HotJobs. I first send the applicant an email saying where I found their resume. I tell them I'm filling an outside sales position and will be conducting preliminary interviews on (fill in the day).

    I request an immediate reply if they want to be added to my interview list.

    Those who reply get a second email scheduling the interview.

    Then on preliminary interview day, I go down the list calling each candidate.

    After speaking with each, I review my call notes. Next day I call those who made the cut and schedule them to come to my office for a follow-up interview.

    It's easy and efficient.
     
  5. profmikel

    profmikel Newbie

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    Is there any good course around to help training your Business-to-Business salesmen?

    I would really like to know.
     
  6. mrseotools

    mrseotools Junior Member

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    Hrm. You could always make a video. OP
     
  7. zenxseo

    zenxseo Newbie

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    loli konow video is good good traffic and seo and money too
     
  8. BaniB

    BaniB Registered Member

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    I'm going to post a follow-up question:

    Would it seem suspicious if the interview was conducted over skype?

    Since I don't live in the US, and I would be hiring US salesmen - that's the only way for me to go!
     
  9. JesusChristSr

    JesusChristSr Regular Member

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    Hiring over the phone is much more difficult then in person but it can be done. Just make sure you have a well structured interview, all your paperwork in order and something solid to offer.

    Even then many will still be reluctant to work for you but in this economy your bound to find somebody. They main thing they will want to see is your remote work agreement so make sure you have the all the terms of the deal outlined before you interview them.
     
  10. BaniB

    BaniB Registered Member

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    My girlfriend works as an HR-consultant. So I have the hiring-process down.

    Does it matter if the company is based in one state, and is hiring in another?

    For instance; Company is registered in Nevada, and is hiring in California etc?
     
  11. JesusChristSr

    JesusChristSr Regular Member

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    From a legal stand point the answer is no. Just make sure you hire them as independent contractors and not employees. This will circumvent state and local labor laws, minimum wage requirements, unemployment insurance, workman's comp and a whole host of other things.

    It's called a 10-99 independent contractors agreement and it basically turns it into a B2B type relationship. Employees making over $500 will have to file a DBA and be paid the a Tax id# instead of a SS#. This will make things much easier to manage come end of the year.
     
  12. BaniB

    BaniB Registered Member

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    Thank you so much for the help! The laws in the US are far from similar to the ones here.

    So this is the process;

    Newly formed LLC.
    Ad on craigslist looking for salespeople
    Read through the CVs and conduct interview over Skype

    When I find a person I like - What next?
    What kind of documents have to be filed?

    I will soon be calling the IRS to see if they can help me with my questions.

    I'm not so keen on contacting lawyers and accountants.

    --
    I'll probably have to start a new thread but I'll post my questions here!
     
  13. JesusChristSr

    JesusChristSr Regular Member

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    All you have to do is report monies payed out to your contractor over the amount of $500. It is up to them to file and pay the taxed. Google should be able to provide you detailed instructions as to set everything up.

    Also, I may have an old remote work agreement that i could send I. I used to hire telemarketers in this manner but it has all the legal things in there that you would need to cover your ass. I will have to look for it tomorrow cause its on my work computer but if i find it I will let you know.
     
    Last edited: Aug 9, 2010
  14. BaniB

    BaniB Registered Member

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    "JesusChristSr" - You are effing amazing! You are one of the reasons why I love this forum.

    This makes my life so much easier!

    Looking forward to see the documents :)
     
  15. BaniB

    BaniB Registered Member

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    Hey Jesus; Did you find anything? :)
     
  16. johnny_fever

    johnny_fever Newbie

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    I disagree with this. Sure, you will get lucky occassionally, but really good sales people aren't looking for jobs, they have them (perhaps that's less of the case these days though). You're not going to get the attention of really talented people looking to switch jobs without some form of compensation from the onset. If they are an alleged experienced sales person, but aren't working, you have to wonder how good they were to begin with.
     
  17. oxonbeef

    oxonbeef BANNED BANNED

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    I understand your point however top sales people don't sell small ticket items such as SEO and web services they're selling aeroplanes and factories, Good sales people are maveriks
    they get bored easily and are looking for the next challenge. I usually recieve about 20 replies from job posting on gumtree, I'll interview about 8 and start about 3, out of those 3 one will last. It costs me the price of an ad to find one good salesman and I have some bloody good ones closing 2 out of 3 presentations and even then they will keep
    going back to re-close. It doesn't matter how much a man is earning if he is unhappy with his working enviroment he'll leave.
    I don't pay commission only each of my sales people are independent private contractors,
    they invoice me for contracts signed. I don't care if they have other jobs or commitments they know which side their bread is buttered on.
    I treat them as friends not emloyees, I know all their families birthdays and they often arrive home to find a case of wine has been delivered if they had a good week. There is more to keeping good staff than the wage.
     
  18. sparky123

    sparky123 Registered Member

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    @oxonbeef - great advice as always. Say that I'm just selling SEO and web design for now, what can I do to attract these high quality sales people to work with me? SEO sometimes can go up to $10,000 plus a month, it is cheap because business owners can not see the real value in them. And with a limited budget, what would you recommend? Thanks.
     
  19. johnny_fever

    johnny_fever Newbie

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    oxonbeef-

    You sound like the exception and not the rule. Commission only compensation works fine if your sales people are selling a good product and closing business. Having the support of a good employer is essential as well. My experience has been the opposite. People who don't want to offer some form of compensation form the onset really just want an army of people pitching their product. They're playing a numbers game not unlike some of the spamier internet marketing schemes. If you're making it work, I would certainly never criticize that.