Hiring for the Generation Gap: Finding the Right Strategy

… firing the wrong people over and over again. With the right process in place, you increase your chances of making the perfect hire.

Preparing the Sales Pipeline

Once your new hire is in the place, you need to supply the individual with a sales pipeline. They can’t be effective without leads!

Our recommendations to speed sales:

• Offer a portion of the leads coming in from your marketing initiatives. Ensure your most experienced team members are taking the highest-value prospects in the beginning, until your new hire catches up.
• An appointment-setting program for the new hire, perhaps targeting an untapped region or a unique prospect type.
• A drip marketing system built out with content and tactics that have already brought the firm success.

These tools will help new hires close new business faster than if they were left to their own devices, regardless of how much experience they bring with them.

By combining the right interview and onboarding process, you’ll prepare your business to withstand any retirement or employee departure. New faces in the office brings new energy, and properly channeling that energy can spark new business growth.

Brad Stoller is working to change how MSPs look at their sales processes. He authors articles, provides video instruction for MSP sales tips and holds sales-related webinars to help MSP owners, managers and sales personnel. As the national director of business development at The PT Services Group, Brad has interviewed hundreds of MSP owners to develop a new way of focusing on quality, first-time appointments and sustainable, exponential growth. Follow @BradStoller on Twitter or on LinkedIn.