At some time during its development, a business reaches a point when the entrepreneurial capability of an owner/manager is no longer providing the growth levels that are required. The decision is taken that the business needs to hire its first sales person – or so the owner or management team believes.
In some cases the company has someone on the team who has the capabilities to define precisely what they need, to select the right person and to put in place the right strategy and measurement framework. For quite a few businesses, the capability does not exist which can lead to expensive mistakes, significant disruption and result in future scepticism which causes the business to stagnate.
Miram Consulting will work with your management team in the following areas:
Specify need: we will identify with you what type of sales activity is required, whether this needs resourcing with a sales person, what the sales strategy is and what the measurement approach should be. This upfront thinking can save a considerable amount of time and money as well as delivering better long-term results.
Recruitment plan: If recruitment is to take place, we will work with you to define the capabilities and behaviours required, assist with the preparation of job descriptions, recruitment specifications and the recruitment process itself. This results in a higher likelihood of your business getting the right person doing the right things in the right way.
Showing you ‘what good looks like’: In some situations it might be appropriate to actually establish the sales function for a business. In these situations we will 
step into the organisation on a part-time basis to define the proposition, put in place processes & measurement frameworks and actually start selling. Without becoming bogged down in the day-to-day mechanics of working in a company, part-time activity can be extremely productive because the effective working time is so much greater.
Provide management: When your first sales person is in place you may not have the time or capability to properly evaluate that person’s performance. Although we will leave you with the measurement framework – the tools to use, we can also provide management capability to carry out weekly and monthly reviews of progress and report to the management team. In this way you receive objective guidance from a sales manager who has seen and heard it all before and is able to separate the reality from fiction.
Miram Consulting 