The super majority of small business owners want more sales.  To achieve that goal requires hard work from one or more good salespeople.  Unfortunately, as the old expression goes about finding a good woman it appears this also holds true in finding a good salesperson.

There are many obstacles to finding good salespeople. The first obstacle is money. Small business owners who are hurting for sales do not have deep pockets to pay for a recruiter. Also, they cannot afford to pay for moving expenses or initially meet the high salary demands good salespeople are currently receiving. Finally even if they pay for finding a good salesperson there is no guarantee he or she will perform at the expected level.

Possibly the second obstacle is not having clarity as to what makes a salesperson good.  What talents, characteristic, sales skills or experience should a small business owner seek in this journey to find a person who can actually sell and not just take orders.

From my experience, small business owners in their desire to just find somebody, anybody, rush to hire the wrong person.  This decision is just as dangerous as not being able to increase sales.

If you are a small business owner, then consider these suggestions to work through this difficult and business growth limiting situation.

#1 – Review your sales job description 

Make sure your sales job description reflects the job of the salesperson in its totality. Also be clear if the salesperson must find his or her own sales leads. Additionally, this may require you to review your marketing materials because they may not be up to date. Small Business Coaching Tip:  Many small business sales roles are a combination of marketing and selling.

#2 – Talk to your colleagues and within your business to business network

There is probably someone in your business to business network who has heard of a salesperson looking to change positions.  Remember even a good salesperson can be restricted because of bad leadership to bad processes to bad culture.

Also ask others what makes a good salesperson.  You may gleam some better understanding by doing this personal research.

#3 – Employ social networks

Using LinkedIn and other social networks may help you find some additional candidates. Several of my clients have had success with Internet job sites such as Indeed.com.

#4 – Establish a selection and hiring process

Here is where many small business owners make a miss step.  They do not invest the time and some dollars to establish a selection and hiring process. This process should include at least one if not several assessments to help to ensure the correct person is ultimately hired.

For example, the Values Index is an affordable assessment to determine the person’s motivation. Research suggests good to top sales performers have an economic driver in their top 50% of motivators.  Money does not have to be the primary driver but if it is at the bottom then this may present some critical insight.

#5 – Hire on a probationary period

Once the salesperson is hired, establish a probationary period with specific sales goals.  Agreement should be mutual on these goals to increase sales. Possibly you, as the small business owner,  may have to introduce your salesperson to some of your clients.

During this probationary period, there will be an extra demand on your time. To expect your new hire to just go out and sell without any internal support is a “shame on you” and setting that person up to fail.

Yes, finding a good salesperson is an ongoing want by the majority of small business owners I have encountered during the last 18 years.  Even when I was in corporate and hiring good salespeople, this challenge was very much present.

These five tips may help you improve your selection and hiring process along with better results.  Please feel free to share any tips you have found.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.