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Salesperson - Do You Need One At Start-up?
By Joshua Feinberg
A salesperson is not a good idea early on. This is a question that many computer services businesses have. The best advice I have is that it is generally a very, very bad idea to hire a salesperson when you are just getting established.
Early on, your focus needs to be on establishing the identity of your business. Bringing a salesperson into the mix will take your attention away from your core business. When you have a salesperson you have to be concerned with human resource issues as well as business development.
Instead of establishing account ownership and controlling those accounts, you're monitoring someone else's work, motivating them, training them, etc... You need to be training your prospects and clients as well as yourself - not a salesperson.
In computer services you are your business. An outside salesperson will not be able to get across your unique talents and abilities. This is a people business, and your clients are buying you - not the router or the software license.
An added complication when hiring a salesperson is the issue of account ownership. Despite having non disclosure agreements, non competes, and others like them, a salesperson can claim legal entitlement to your accounts. The nasty protracted battle that can ensue will absolutely kill your business. If an outside salesperson recruits 90% of your client base in the first year that is simply too much leverage to give another person.
Bottom Line on Hiring A Salesperson
As your business expands you will have plenty of room to hire a salesperson. During the first three to six month at least, a salesperson is more a liability than an asset. Aside from the time and energy you will spend on the salesperson, you might encounter legal issues with an outside salesperson as well. Hiring a salesperson is a pretty risky move. You're much better off getting your initial roster of sweet spot clients yourself. You will have a much more stable, long term business because of it.
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About the Author
Joshua Feinberg helps independent PC Support professionals get more steady, high-paying PC support clients. Learn how you can get more monthly recurring PC Support revenue with Joshua's free training recording now at http://www.PCSupportTips.com
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