You don't need better salespeople. You need 2 clear roles.

Here’s a pattern I see in almost every business trying to grow.

You decide it’s time to build a sales team. So you hire salespeople, hand them the inquiries, and tell them to go sell your products.

Most of them have never sold a product like pergola, veranda, garden room, in their life. Many have never even seen one go up.

Six months later those people are working 12 hour days, everyone is exhausted, and the numbers are mediocre.

Here’s the uncomfortable part: that’s not their fault. It’s yours.

It’s not a people problem#

I got this wrong myself when we started our own sales team. I gave 3 people a list, a target and a bell to ring whenever they booked a meeting.

What I didn’t give them was a role narrow enough to actually get good at.

Because think about what you’re really asking one person to do.

Process inquiries, qualify them, call people back, drive to site, take measurements, build the render, price the job, send the quote and then chase the follow-up and try to close.

Nobody is good at all of that. So everyone ends up average at all of it, and works 12 hours to stay average.

The two roles#

Split it and have two simple and well defined roles, not three generalists:

1. One person on inquiries: they process everything that comes in, call people fast, and have exactly one goal, qualify and book as many site visits as possible.
2. At least one person in the field: they go out, meet the customer, take the measurements, do the render, prepare the final quote and close the deal.

Then give both of them the same four things:

• One clear goal: site visits booked, deals closed.
• A simple process they can actually follow: 2 to 3 steps, clear, simple instructions.
• Full autonomy to push things forward.
• Accountability for their results, and for keeping SalesHub clean and up to date.

A lot of you are handling 10 to 20 inquiries a day. At that volume this one switch will do more for your business than any new lead source you can buy.

I’ve set this up with a lot of our customers and I’m happy to walk you through the whole framework. Book a demo and we’ll walk you through it, completely free.