It’s difficult to hire a new business person who understands how to sell your product or servive, more so to keep that person.

One sure way to lose them even quicker is to expect too much out of the gate.

A quote I’ve personally heard:

“We had this person on board for 5 or 6 months and we got no results. We had to let them go and try something different.”

6 months is no time at all, especially when it comes to prospecting for your firm.

Undoubtedly there are a few caveats based off individual situations, and you should absolutely be seeing positive movement from a solid, targeted prospecting effort after 6 months, but if that’s your deadline for a new business person to have a signed contract in-hand, you’re most likely going to be disappointed.

And then there’s my favorite, “How many calls have been made?”

It’s amazing to me that’s still a prominent question asked of any new business director.  Calling still works and call volume is a factor, but it’s only one of many factors, and volume alone means very little.  A solid new business program is a blend of inbound and outbound.

I mention in an above paragraph that you should see “positive movement” at 6 months. I admit that is a vague term, what does it really mean?

First, you need to set up a structure-who’s breaking through to prospects, who’s taking initial meetings, who’s carrying it to proposal, pitch, etc.  (On top of that, who’s creating content, building lists, etc.)

Second-you need realistic expectations of overall results, a reporting structure and weekly progress updates that you and the new business person can remain committed to.

Check your current expectations, targets and goals today and recalibrate if necessary.