I hired a salesperson and they're not selling, what should I do?
Direct answerA salesperson who isn't selling usually got little training on the product and the customer, has no clear sales process, lacks defined goals and follow-up, or is in a role that doesn't fit their profile. The first step is to sit in on a few of their conversations with customers to see where the sale stalls.
How it shows up
You hired someone to sell and free up your time, but sales haven't gone up and you're still closing most of the deals yourself.
Most likely root causes
- Not enough trainingThe salesperson doesn't know the product, the ideal customer, or the common objections well.
- No sales processThere's no playbook from first contact to close; everyone does it their own way.
- Vague goals and follow-upThere are no clear targets or regular conversations about results.
- Poor fitThe type of selling requires skills the person doesn't have or doesn't enjoy using.
Quick self-check
- Can the salesperson explain the offer as well as you can?
- Is there a written sales process?
- Do you have goals and weekly check-ins?
- Have you ever sat in on one of their sales?
If you answered yes to two or more, start with that cause.
First step today
Sit in on or listen to three of the salesperson's conversations with customers and note the moment each one loses momentum.
30-day plan
- Week 1: observe real conversations and write down the sales process you use when you sell well.
- Weeks 2 and 3: train the salesperson on that process, set simple activity and results goals, and hold weekly check-ins.
- Week 4: assess their progress and calmly decide whether to keep them, adjust the role, or look for a different profile.
When to seek professional help
Reach out to a business mentor or a local small-business support center to structure your sales function. Talk to an accountant or an employment advisor about compensation options and any contract changes.
Frequently asked questions
- How long should I wait for results?
- It depends on your sales cycle, but with training and follow-up you can see progress within a few weeks.
- Will commission fix their motivation?
- It can help, but it doesn't replace training, process, and follow-up.