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Sales Cookbook – Staffing: Design the Job
July 26, 2017
July 26, 2017
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To sell proactively, language service providers need a dedicated sales team responsible for executing the sales strategy. Hiring and retaining the right salespeople is a delicate exercise due to the required investment, the length of sales cycles, and the high cost of sales turnover. This module of the CSA Research “Sales Cookbook” guides LSPs on how to increase the odds of hiring and retaining the right profile.
Who Should Read This
Executives and sales involved in deciding when and what profile to hire and how to compensate salespeople
Sales and human resources staff involved in the recruitment process
Why Properly Timing Your First Sales Hire Matters
Identify What Role You Need
Choose the Right Profile
Delineate Sales Territories
Structure an Attractive but Fair Compensation Plan
Takeaway: Hire Wisely
Sample Questions We Address
What is the right time for the first sales hire?
Sales or marketing: which should come first?
What background and experience is best suited for your situation?
How should you pay salespeople during training?
How much base and commission should you pay?
Where can you find salespeople?
Other Titles in This Series
This file is part of a 12-piece series.
Intro: The Recipe to Achieve Repeatable Sales Success
Planning: Plot Your Destination
Differentiation: Prepare to Stand Out
Goals: Quantify Your Objectives
Markets: Target the Right Segments
Pipeline: Generate Leads
Communication: Engage Prospects
Playbook: Prepare Your Moves
Tools: Power Your Effort
Staffing: Design the Job
Management: Oversee the Implementation
Account Management: Nurture and Develop Clients
How To Recruit Translation Salespeople
How to Drive Translation Sales
An LSP’s Guide to Account Management
Create a Winning Compensation Plan for Salespeople
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