This story appears in the
November 2005 issue of
Entrepreneur.
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Hiring part-time sales reps seems like a smart
proposition--fewer benefits to pay, and lower overhead and salaries
than full-time reps. But can a business really score with part-time
reps?
Yes. And it's a growing trend, according to Kent
Billingsley, president of AIM Sales Group, a Coppell, Texas, company that
helps entrepreneurs grow quickly and generate more profitable
revenue. He offers the following pros, cons and advice for hiring
part-timers.
Pros:
- Access to great talent at a fraction of the normal
rate
- Limited overhead due to reduced costs
Cons:
- Prospects and sales opportunities won't wait
for a salesperson's schedule.
- It's difficult to keep part-timers focused,
especially if their off time is split up or they have additional
jobs.
- The team may suffer. Says Billingsley, "A
company must consider the impact on the whole team when a member
isn't always available."
Hiring Guidelines:
- Find out what experience the candidate has in
working in a "fractional" position.
- Be clear on specific expectations, including
number of calls, proposals, meetings, sales targets, quotas and
financial achievements.
- See if the part-timer will be available to answer
questions on days off.