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Why a Sales Closer Should Be Your First Hire and How to Find One

Imagine doubling your revenue without ever having to pick up the phone to close a sale again

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Image Credit: Midjourney

You’ve hit that tipping point where juggling everything yourself just isn’t cutting it anymore. That’s a fantastic problem to have because it signifies growth.

But before you rush off to hire the first person who tosses a resume your way, let’s dig into the specifics. When should you hire your first sales closer? 

Today, you’ll learn the timing, the process for finding the right candidate, and those sneaky pitfalls you must avoid.

Why Your First Hire Should Be a Sales Closer, Not an Admin

So, when is the prime time to bring a closer on board? If you’re drowning in leads and spending more time on sales calls than steering your business, it’s time. 

Remember, you started this business to solve problems for your clients, not to live on the phone all day. 

If your current workflow is holding you back from scaling up, that’s your cue to seek help.

How to Determine Who to Hire First

There’s plenty of debate about who your first hire should be. Some swear by adding a marketer, others a copywriter, and some argue for an accountant or an admin clerk. But let’s cut to the chase: if you’re a coach, consultant, trainer, or any kind of knowledge expert, your first hire should be a sales closer. 

Here’s why: every minute you’re not selling your high-ticket services is a minute of potential revenue slipping through your fingers. Simple as that.

Why Hire a Closer First?

Hire a closer and you shift your focus fundamentally. When a closer is on your team, you can channel your energy into growing and nurturing the business, rather than closing every deal yourself. 

A closer turns prospects into clients more efficiently, freeing you to dive into strategic planning, content creation, or other tasks that elevate your business.

The Difference Between a Closer and a Salesperson

Now, let’s clear up a common mistake. Why a “closer” and not just a “salesperson”? The term “salesperson” often conjures negative images: slimy, sleazy, pushy, and manipulative talkers. 

On the contrary, a closer listens, guides the customer to a decision, and profoundly understands their pains, struggles, goals, and motivations. Think of a closer as someone who facilitates your client’s journey rather than just pushing a product.

The Ideal Employee for Your Business

Avoid the “sell anything to anyone” type. While they might sound impressive, that’s not what your business needs. Look for a “true believer”—someone who believes deeply in your product or service and sees its value as you do. 

This person will convey authenticity to your prospects, making them far more effective and credible.

Managing a Non-Performing Closer

Don’t just hire and hit the autopilot button. Managing a closer means setting them up for success from day one. Provide continuous improvement opportunities, clear targets, and a realistic path to reach those goals. 

Remember, a motivated closer is an effective closer. Give them monthly targets that stretch their abilities but are achievable enough to keep their morale high.

The #1 Mistake Entrepreneurs Make When Hiring

Your primary reason for hiring should always be to increase profitability. Sounds basic, but you’d be surprised how many entrepreneurs miss this. Even roles that don’t directly generate revenue, like an admin clerk, can lift your bottom line by freeing up your time for profit-generating activities. 

This principle applies even more to sales closers, who have a direct impact on your revenue streams.

Screening Potential Closers

Ah, the interview process. It’s easy to fall for smooth talkers who ace interviews but flop on the job. Prepare a list of insightful, scenario-based questions to dig deeper. 

Ask about past successes and failures, conduct role-playing exercises, and present real-life problem-solving scenarios. This will help you weed out the pretenders from the genuine closers.

The Psychology Behind Hiring Staff

Consider this: Would you prefer a company of giants or dwarfs? A smart CEO aims for giants. Hiring people who are less capable than you will lead to a company of dwarfs, each diminished in their ability to contribute to the business’s success. 

Aim higher and bring in people whose skills and capabilities can elevate your entire operation.

By choosing your first hire wisely—your closer—you create a fundamental shift in your business dynamics. Instead of spinning your wheels in every direction, you’ll have a specialist converting leads into clients while you focus on the grand vision.

Meet Rodgers Okeya, your ultimate sales and business coach. As the Co-founder and CEO of NXT, he crafted the Market Mastery & Growth System (MMG) to transform your company's performance. Through five essential tools, MMG empowers you to dominate your market and achieve extraordinary growth.

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Business

The Entrepreneur’s Reading List That Transforms Ideas Into Empires

These must-read titles and writing insights reveal how entrepreneurs turn bold ideas into empire-level success.

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Entrepreneurship is powered by stories—of accomplishment, failure, and decision moments that define businesses. Books are maps, providing insight from individuals who’ve traversed the road ahead. (more…)

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Entrepreneurs

The Leadership Shift Every Company Needs in 2025

Struggling to keep your team engaged? Here’s how leaders can turn frustrated employees into loyal advocates.

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Bridging the gap between employees and employers
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In workplaces around the world, there’s a growing gap between employers and employees and between superiors and their teams. It’s a common refrain: “People don’t leave companies, they leave bad bosses.”

While there are, of course, cases where management could do better, this isn’t just a “bad boss” problem. The relationship between leaders and employees is complex. Instead of assigning blame, we should explore practical solutions to build stronger, healthier workplaces where everyone thrives.

Why This Gap Exists

Every workplace needs someone to guide, supervise, and provide feedback. That’s essential for productivity and performance. But because there are usually far more employees than managers, dissatisfaction, fair or not, spreads quickly.

What if, instead of focusing on blame, we focused on building trust, empathy, and communication? This is where modern leadership and human-centered management can make a difference.

Tools and Techniques to Bridge the Gap

Here are proven strategies leaders and employees can use to foster stronger relationships and create a workplace where people actually want to stay.

1. Practice Mutual Empathy

Both managers and employees need to recognize they are ultimately on the same team. Leaders have to balance people and performance, and often face intense pressure to hit targets. Employees who understand this reality are more likely to cooperate and problem-solve collaboratively.

2. Maintain Professional Boundaries

Superiors should separate personal issues from professional decision-making. Consistency, fairness, and integrity build trust, and trust is the foundation of a motivated team.

3. Follow the Golden Rule

Treat people how you would like to be treated. This simple principle encourages compassion and respect, two qualities every effective leader must demonstrate.

4. Avoid Micromanagement

Micromanaging stifles creativity and damages morale. Great leaders see themselves as partners, not just bosses, and treat their teams as collaborators working toward a shared goal.

5. Empower Employees to Grow

Empowerment means giving employees responsibility that matches their capacity, and then trusting them to deliver. Encourage them to take calculated risks, learn from mistakes, and problem-solve independently. If something goes wrong, turn it into a learning opportunity, not a reprimand.

6. Communicate in All Directions

Communication shouldn’t just be top-down. Invite feedback, create open channels for suggestions, and genuinely listen to what your people have to say. Healthy upward communication closes gaps before they become conflicts.

7. Overcome Insecurities

Many leaders secretly fear being outshone by younger, more tech-savvy employees. Instead of resisting, embrace the chance to learn from them. Humility earns respect and helps the team innovate faster.

8. Invest in Coaching and Mentorship

True leaders grow other leaders. Provide mentorship, career guidance, and stretch opportunities so employees can develop new skills. Leadership is learned through experience, but guided experience is even more powerful.

9. Eliminate Favoritism

Avoid cliques and office politics. Decisions should be based on facts and fairness, not gossip. Objective, transparent decision-making builds credibility.

10. Recognize Efforts Promptly

Recognition often matters more than rewards. Publicly appreciate employees’ contributions and do so consistently and fairly. A timely “thank you” can be more motivating than a quarterly bonus.

11. Conduct Thoughtful Exit Interviews

When employees leave, treat it as an opportunity to learn. Keep interviews confidential and use the insights to improve management practices and culture.

12. Provide Leadership Development

Train managers to lead, not just supervise. Leadership development programs help shift mindsets from “command and control” to “coach and empower.” This transformation has a direct impact on morale and retention.

13. Adopt Soft Leadership Principles

Today’s workforce, largely millennials and Gen Z, value collaboration over hierarchy. Soft leadership focuses on partnership, mutual respect, and shared purpose, rather than rigid top-down control.

The Bigger Picture: HR’s Role

Mercer’s global research highlights five key priorities for organizations:

  • Build diverse talent pipelines

  • Embrace flexible work models

  • Design compelling career paths

  • Simplify HR processes

  • Redefine the value HR brings

The challenge? Employers and employees often view these priorities differently. Bridging that perception gap is just as important as bridging the relational gap between leaders and staff.

Treat Employees Like Associates, Not Just Staff

When you treat employees like partners, they bring their best selves to work. HR leaders must develop strategies to keep talent engaged, empowered, and prepared for the future.

Organizational success starts with people, always. Build the relationship with your team first, and the results will follow.

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Entrepreneurs

What Makes an Entrepreneurial Leader? Traits of the World’s Best Innovators

Inside the mindset of entrepreneurial leaders who transform risk, passion, and vision into world-changing results.

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When you think of Richard Branson (Virgin Group), Bill Gates (Microsoft), Steve Jobs (Apple), Rupert Murdoch (News Corporation), and Ted Turner (CNN), one thing becomes clear: they are not just entrepreneurs, they are entrepreneurial leaders. (more…)

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Entrepreneurs

Building a Business Empire: Lessons from the World’s Boldest Entrepreneurs

Learn essential lessons, success strategies, and mindset shifts every aspiring entrepreneur needs to overcome challenges and build a thriving business.

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Back in July 2017, I attended a business seminar on entrepreneurship in India. With my appetite for learning and meeting new people, I wanted to explore the latest developments in the entrepreneurial world. (more…)

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