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Marinela Gombosev: An Alternate Route for a Startup to Hire Salespeople: Alternative ways to hire salespeople when your company is getting started. Sales are the lifeblood of a company but what do you do when you need to grow revenue but have a limited budget? You get creative. Today we are talking about an interesting altern...

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Marinela Gombosev: An Alternate Route for a Startup to Hire Salespeople: Alternative ways to hire salespeople when your company is getting started. Sales are the lifeblood of a company but what do you do when you need to grow revenue but have a limited budget? You get creative. Today we are talking about an interesting altern...

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Lungime: 19 min

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Alternative ways to hire salespeople when your company is getting started. Sales are the lifeblood of a company but what do you do when you need to grow revenue but have a limited budget? You get creative. Today we are talking about an interesting alternative to driving sales in the form of Independent sales reps.
Today’s Quote:
"Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will you succeed in sales, you will succeed in life." - Mary Kay Ash
Guest Bio:
Marinela Gombosev   is the President & COO of Evoke Neuroscience, a commercial-stage diagnostic company focusing on early detection of Alzheimer’s and other dementias with a vision of ultimately eradicating dementia. Marinela is a roll up the sleeves leader who strives to work across all levels of the organization, lead from a place of authenticity, and effectively represent the company to its clients, partners and investors.
Over 50,000 patients have been assessed using Evoke’s technology and under Marinela’s leadership, the company has twice been ranked in the Inc. 500|5000 fastest-growing private companies. 
 Show Highlights:
The good bad & ugly of hiring independent sales reps
How to hire them in the most efficient manner
Problem:
Why hire Independent sales reps?
Independent manufactures reps?
Upside
No money to spend, a great way to get growth
Don't pay anything until they close a deal
Fast
Rephuner.net

Downside
Control or visibility
Way to monitor, don't want to be managed
Misunderstand the product, regulations, Get burned a lot
Can put you in a legal liability
Misrepresentation of contacts & skills

Solutions
How do you hire them?
Dirty secret: You are buying their relationships
Hiring because they are trained. Many are pretty bad. Where she has been successful are the ones with relationships. Once they sell their relationships.
Similar types of products.
Who are your call points? Personal network? Other reps that work with you?
Place an ad and make sure profile is written for reps
Who are you selling to, what are you selling, how much $ am I going to make
Schedule call
Evaluate call points
Level of interest
Product Understanding
Amount of time they can invest
How many other clients they have
Where am I on the priority scale

Hire
Sign NDA
Disclose comp plan
Sales rep agreement
Comprehensive Training Plan
On boarding program & test
Access to all the training materials 
Rules
No exclusive territories
Lead registration program / lead protection
Demo product
Short term play once the network is exhausted they usually burn out
Internal expertise helps to close leads
*One to Two phone call hire
3-4 hour time investment per person
Product margins to support it
A revolving door of recruiting. Have to constantly recruit
Need 50 because most of them are not selling
80/20 rule
*** Prepare for a love/hate relationship
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