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Getting the Right Salesperson When Hiring for Accounting Firm

Hiring for an accounting firm…I guess I’ve never hired a salesperson. So I’m a little scared, I guess. Well, let me tell you about it. You shouldn’t be too scared. If a sales person comes in and you produce 10 days of leading appointments for them, and you’re that good of a marketer at this point, like this is going to be…think of it this way. When I was a kid, my mom, she would always get a bunch of dogs, she would get these little chihuahuas. They were like these little tiny things running around on the ground and everything, but they were so needy. 

Dogs normally eat dog food, but these chihuahuas, they made my mom work for them. So they would never eat dog food. They would only eat soft food that was heated up in the microwave and served to them in a special dish. Otherwise, they would just protest food for days. So, my mom had to feed these little chihuahuas, right? The reason I’m telling you this story is that’s literally what you’re doing for a sales person. Most of these salespeople have to go out, they have to door knock, they have to cold call. They have to go find their leads, find their deals. You literally are giving them hot food and a special bowl that they just have to sit there and just eat. It’s like the easiest job. So, hiring for an accounting firm, when it comes to sales, is easy if you have the system in place.

The likelihood of success is super high because you’ve done a lot of prep work where you’ve got high value services. You create high value for business owners. You’ve produced 10 days of leads in advance, and you’ve got a system that does that. So, I think that your likelihood of success is very high there. It’s still possible to fail and you might still fail the first time, but between now and the next three to six months, are you going to get that role filled with somebody? I think the answer is probably yes. Hiring for an accounting firm in regard to sales is different than just looking for a staff accountant. 

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