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

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.