August 20, 2013
Do you need a salesperson to help drive and grow your CNC machining business? It’s a tricky question because there are so many variables that come into play, not the least of which is the fact that salespeople are additional overhead until they start producing.
That’s why in many smaller CNC shops there is no one who proactively sells, rather the company relies on repeat customers, referrals and bid requests to generate business. Often the shop owners are the resident salespeople, and they typically start thinking about selling when the pipeline of orders begins to run dry.
Businesses that want to expand into new markets, increase the number of customers to help balance production volumes, or improve their machine utilization should consider dedicating someone to the sales activity by promoting from within or hiring from the outside. Whichever road you take, there are some important points to keep in mind:
Hiring the right salesperson could propel your shop to a new level of volume and profits. The wrong salesperson, however, will simply be a drag on your business, like buying a new machine tool that sits idly in the corner. So take the time to bring the salesperson up to speed on your capabilities, define exactly what you want the salesperson to achieve and what kind of customer you most want to work with. Most important: Make sure you hire the kind of salesperson who best suits your needs.