406 – How to Successfully Hire Your First Sales Person

Document your existing sales process (scripts, templates, follow-up) thoroughly so it can be taught and replicated by a new hire.

Create a productized design offer (RDO) with a defined scope, clear deliverables, and a fixed price, allowing a salesperson to sell a manageable, tangible service.

Be prepared to double your lead flow when hiring a dedicated salesperson to ensure they have enough opportunities to be successful and justify their base salary.

Implement a robust ongoing training and management program, including regular call reviews, script practice, and feedback, to help your salesperson improve their closing rate.

Structure a blended compensation plan (base salary plus commission) that motivates the salesperson to sell both design agreements and full construction contracts, not just one.

Establish clear guard rails for your salesperson, such as project minimums and acceptable project types, to prevent them from pursuing unprofitable or unsuitable work.