Hire inbound salespeople.
Paid leads go cold in an hour. Post the inbound seat free, hear how they work a form fill on voice intro, and reach out when they fit your queue.
Written by Sales Agent Hire. These guides are checked against the roles posted on this site.
You paid for the enquiry. If nobody calls in the first hour, you wasted the spend. The usual miss is staffing the queue with a hunter who leaves form fills sitting, or with someone who cannot disqualify and fills a closer's calendar with people who were never going to buy.
How fast they should respond is a number, not as soon as possible. First hour is a different job from same day. Say whether they close or they hand off. Qualification only and the full sale are different hires. Put the volume you actually get in a week, not the volume you hope marketing will hit next quarter.
Put what they should reject as well as what they should book. Someone who cannot say no will look productive and still waste the closer. CRM notes another person can use are part of the job when the deal moves on.
What you count as qualified, and what they should reject. If they have to update the CRM so someone else can pick up the deal, say the notes you expect. If you have a first-hour rule, put the number in the posting.
Ask how they work a hot lead after a form fill. Listen for contact, discovery, next step, and whether they would have disqualified. Response time, the notes template, and the handoff rules belong on day one. Do not wait until leads have already gone cold to explain the standard.
- Follows up the same day, and can tell you how they work a hot lead in the first hour
- Can run discovery without sounding like they are reading a script
- Will disqualify people who are not a fit, instead of passing everything on
- Can close or hand off the way you actually run the sale
- Keeps CRM notes another person can use
Staffing inbound with people who only like cold hunting leaves form leads cold. Hire for queue discipline and honest discovery. Do not hire a hunter and hope they will enjoy a CRM queue. Hear how they work a form fill before they sit paid traffic.
Post the inbound seat with response time and the lead source. Hear the voice introduction, ask them to walk the first hour after a form fill including the times they said no, and reach out when you want them on the queue.
How do I stop wasting ad spend on a slow hire?
You listen before you pay for contacts, then you ask how they work a form fill in the first hour, including the times they said no. Choose the person you would put on today's queue.
When is this a closer hire instead?
Use the closer page when someone else already booked a live conversation and you only need the last call. Stay here when they own the first response, the qualification, and maybe the close.
Can they work from home?
Yes, if they can hit the response time. Write remote, hybrid, or on site, plus the hours they must cover the queue.