Hiring B2B Sales Representatives
In 2016, I'm managing two sales representatives for Softinn. Back then, I was wondering why my sales reps do NOT seem to call their leads and do NOT travel to meet their prospects. I raised that doubt to them, and I'm getting the below reasons:
- There's no phone call allowance given
- There's no travelling allowance given
Acknowledging that, I quickly made the set allowance clear. It's a mistake of an amateur manager, I do have allowances for them BUT I did not state that clearly! They don't feel secure to actually spend them and file claims. It's better we set a sales quota and also expenses quota for sale reps.
Fast forward, now, we have unlimited phone call subscription for each sales reps and RM 1,000 a month travelling allowance. Again, I notice that the calls made by my sales execs are merely two to three calls a day! The travelling expenses claimed is less than RM 200 a month (20% of the quota given). That is too low considering each sales rep has 50 deals in the pipeline (leads generated by the marketing team). I would be happy if they found a way to reach out to their prospect via Google Hangout etc that does not require expensive logistics expenses BUT that's not the case.
Again, I raise that doubt while discussing with them. This time, there no valid reasons were given. THEN, I realise it's my mistakes again! I hired the wrong sales reps, I did not access their competencies in
- Follow through
- Winning attitude
Without the above two, the sales rep hired is those who are happy with their basic salary. They are not motivated to make extra money (from the sales commission) and they are not compelled to achieve the sales quota given. Having a sales rep that is happy with their basic salary is the worst nightmare of the manager unless you are providing such a big paycheque to him that he scares of losing his job.