Hiring Sales Reps

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Introduction

Welcome to Hiring Sales Reps. This module will help you hire talented sales reps so you can
focus on other parts of your business while continuing to routinely make money.

When Should You Hire

The most common mistake people make when hiring reps is hiring too early.

Don’t hire a sales rep until:

- You’re generating 6-8 calls a day consistently (at least 30 days straight)
- You yourself can convert at 25%+ on calls
- You have at least 30 examples of stellar 1-call closes you can give to your new rep

Hiring too early is detrimental as sales reps can only be as good as the environment
they are dropped into. If you drop them into an environment with limited calls, no proven
script, no proven offer, no proven market fit, etc, they’ll likely fail.

Call Flow is to a rep what oxygen is to a deep sea diver. Low call flow = death for a rep.

Where To Find Talented Reps

● Your customers
● Your network
● Facebook Groups (high ticket closer groups)
● Indeed (worst case scenario)

Commission & Payouts

We pay sales reps 12% of cash collected. That can increase to 15% over time, with
exceptional performance. It’s up to you to decide how much commission you want to pay.

As a rule of thumb, reps should make at least $500 per sale they close. Anything less and
you won’t attract good talent.

Do NOT pay a base salary. It makes them lazy. Only pay commission on cash collected. Pay
commission once a month, at the start of each month (respective to last months deals)

** Commission trackers and invoices/payout methods are explained in SOPs.

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Attracting Talented Reps

> Ask yourself if there is anyone in your immediate network who would make a great rep
> Ask yourself if you have any customers who would make a great rep (recommended!)
> Ask yourself if your competition have any unhappy reps you might be able to ‘steal’

> If none to the above, go ahead and join 15+ ‘high ticket closer’ groups on Facebook
> Wait 24hr, then post the below job post to attract reps

(EasyGrow) Sales Job Post Template

> Create a Google form like this to qualify the reps: Form linked here
> Send the form to all new applicants (comments and DMs alike)
> Advise applicants you send the form to you’ll be in touch in 4 days time
> Wait for 4 days to elapse (continue posting job post in more groups)
> Make a spreadsheet to see all applicants (form > responses > google sheets icon)
> Filter through applicants, rejecting clear losers and highlighting people who show promise
> Warning: do not proceed without at least 5-10 people who show promise
> Create a simple 30 minute calendly event called ‘sales rep interview’, with open availability
> Invite people who show promise to an interview using the script below (on FB or email):

Hey firstname! Great news, we’d like to interview you for the sales role we have. Super
excited. Here’s a link you can use to schedule in!

Calendly

> Advise the people who weren’t a fit they were not successful (on FB or email)

Interview Process

Here’s our interview process: Sales Hiring Interview Process

Picking

After you’ve conducted 5-10 interviews, decide who you feel is the best fit for the role.

I’m going to be candid with you. The first few people you hire/try out may not work out. Hiring
a new role for the first time is really hard, because you don’t know what ‘good’ looks like.
However, with time, you’ll learn what to watch out for and what mistakes to avoid.

Hiring the wrong rep can cost upwards of $30k (if you are paying for calls + account for
opportunity cost of deals lost), so pick wisely!

© Imperium Agency - All rights reserved. Do not share, copy, reproduce or sell any part of this document unless you have written permission from Imperium Labs LTD. All infringements will be prosecuted.
If you are the personal owner of the Imperium Labs LTD End User License then you may use it for your own use but not for any other purpose.
Onboarding New Reps

You need to do the following:

> Create Google workspace account, send login

> Contractor agreement (via docusign)
> NDA (via docusign)
> Google form for details on them (here’s ours)
> Send social header (here’s ours)
> Send bios for socials
> Send anything you want in the ‘featured’ section of their Linkedin profile
> Invite to Slack
> Email any relevant logins (Skype, Payfunnels, Docusign, etc)
> Create Google drive folder with the following format, then share with them:

> Email payment terms, wire transfer details, pricing, etc etc.
> Make them a moderator of any facebook groups you have (if applicable)
> Email SOP hub
> Request access to Google calendar
> Add them to calendly events

NDA template: (EasyGrow) Sales Rep NDA

Contractor template: (EasyGrow) Sales Rep Contractor Agreement

** On contract & NDA templates: Please note this is not legal advice, and I’m not officially
recommending you use these templates. I’m showing you how we do it. You may need to do
it differently. Consult a lawyer if so.

Here’s an SOP the rep can follow once you’ve done the above.

Sales Rep Onboarding Process

Schedule a test event to make sure they are receiving calls OK, and that all the software
works. Advise them of anything else they need to know, then let em’ loose.

© Imperium Agency - All rights reserved. Do not share, copy, reproduce or sell any part of this document unless you have written permission from Imperium Labs LTD. All infringements will be prosecuted.
If you are the personal owner of the Imperium Labs LTD End User License then you may use it for your own use but not for any other purpose.
Training & Shadowing

> Provide model calls

> Have them shadow you for 10 calls (they join the meeting as ‘Charlie’s iphone’ or ‘backup
account’ so the prospect doesn’t know)

> Go over calls 2x or 3x per week with them (1hr each time)

> Give them access to the EasyGrow sales systems via your login (change password
afterwards)

> Reps do better when not micromanaged. Let them breathe, and don’t judge their
performance until they’ve done at least 30-50 calls.

Once a week, go through all the new client wins with them.

Sales Tracking

Sales tracker & recordings explained in SOPs.

© Imperium Agency - All rights reserved. Do not share, copy, reproduce or sell any part of this document unless you have written permission from Imperium Labs LTD. All infringements will be prosecuted.
If you are the personal owner of the Imperium Labs LTD End User License then you may use it for your own use but not for any other purpose.