on the rise - Ussco.com

. Mind Your BusinessMay the ForceBe With YouAmping up your sales forcecan pay lasting dividendsSalespeople staff the front lines of business communications,serving as both the advance scouts who find newclient revenue and the public face of companies whencustomers need assistance. They’re experts at anticipating andfilling needs. But when you’re considering expansion and want to add newmembers to your sales force, how do you know if you want to buy what they’re selling?The key, according to experts at United Stationers, is using a rigorous screening processto find and hire talent with a long-term view of your firm’s financial future in mind.“Many resellers don’t look at it from the beginning and consider where they want togo, and that’s a key factor for this entire process,” says Phil Barnette, manager of UnitedDealer Training. “We often get emotional about adding sales people. We hear our competitionis expanding so we think we’ve got to run out and do it, too. But it makes moresense to look at the financials.”A Hire PowerAdding salespeople can expand your geographic range, help target and acquire newmarkets and opportunities, and provide a lasting revenue boost to your company (seetable on page 39). But it needs to be approached with cautious deliberation.“When you’re an owner, you’re in hiring mode the second you open your door,” saysBarnette. “The decision not to hire can be as devastating as hiring too fast. At the sametime, it goes back to your business plan. Lots of business owners don’t have one-year or36 November/December 2009