Know-How Exchange : Other

I would suggest keeping him on the team to do what he does best: sell and follow-up. Let the marketer drum up leads for him.

It is extremely difficult to spend time on lead generation AND excell in the sales process. Even the largest companies direct their sales force on who, what and where. Where does this info come from? THE MARKETING TEAM.

Maintaining a clear distinction along with encouraging STRONG communication between the 2 departments will help ensure success.

Perhaps you can promote the Salesman to "Director of Sales" in combination with bringing on a few purely commission based sales people to work under him. This will do several things:

1. Re-ignite the fire under your salesman

2. Make him feel appreciated and important to the process

3. Give him time to learn from the marketer in order to develop strategies.

4. Broaden your sales force without an upfront expense or salary lock-up.

I hope this helps!

Good Luck!

I know some great salespeople who can't prospect worth beans. But if you feed them qualified opportunities, they close the business.

I'm personally a professional lead generator, and I can tell you from personal experience that what Jett says is true - it is very difficult to simultaneously both generate leads and sell. The analogy I like to use is that of a fireman - he or she is either thinking long term, cleaning the fire truck, preparing and studying, making sure everything is in order, or he or she is fighting a fire. You will never see them do both at the same time.

When the alarm bell goes off, there is no longer a concern about preparation or cleanliness - it is time to fight the fire.
Marketing is a long-term, patient process, similar to the preparation and training. But sales is like firefighting, and that is the mindset you want in your sales person. They need to be focused on putting maximum effort into immediate opportunities which will benefit your bottom line.

Just going on what you have said so far, if it were me, I'd be much more concered about the "full time marketing director". If you only have one sales person, you don't need a full time marketing person. There are about 50 experts on this forum who can probably get you more results (leads) than your full time person at half to a third of the cost of your new hire.

Naturally, I'd need lots, lots, lots more information before I'd be comfortable reccomending a course of action. I do not know anything about your product, your collateral, your competition. But based on the limited info, I'd probably be more comfortable using the money to hire a second salesperson.

If you would like to discuss further, check out my profile and give me a call.

pacsales,

Sorry I've arrived a little behind the great post you've hopefully read above. Having spent seven years in sales I can honestly tell you that what Jett says is true! Very few great salesmen can do it all.

The question is are you satisfied with his ability to close sales at a ratio that makes him valuable to your organization?

My personal suggestion to you is to Keep him. If he closes sales, shows up to work on time and customers love him why not just keep him and slowly teach him how to generate a few additional sales leads a year. Whatever you decide to do pacsales is totally up to you. But if I were you I would just keep him, save the money, time and education you have already invested in him and continue to train him to increase his closing ratio. Is there anything else I can do for you?

Your Servant, Deremiah, *CPE (just back in from Disney World)