Being a consultant requires me to answer countless questions about hiring and managing a sales staff. Questions such as: How do I hire a salesperson? What qualities should I look for? How do I manage the person? How do I motivate him or her?
From my experience working with family-owned businesses, I’ve found that the outgoing and personable son, daughter, niece, nephew, grandma—you get my drift—is the first to be appointed salesperson. Smaller, less sophisticated, companies like to hire from the “inner circle” for various reasons—including paranoia. They want to hire a person they can trust with their “top secret” information, so they hire someone they know or someone referred to them by a close friend. That approach may work out