Local Income Lab Webinar - Hiring, Training and Managing a Sales Team

March 7, 2012 - PRLog -- Local Income Lab today announced that its most recent webinar, Local Offline Marketing: Hiring, Training and Managing a Sales Team, is now live on its site.

“Any time you put the likes of Michael Cooch and Kevin Wilke together on a webinar, you know it’s going to be packed with terrific information,” said Dave Walter, editor of Local Income Lab.

This webinar, the first in a series of ‘How-To’ videos by the duo, explains in detail how to implement the specific methodologies involved in bringing a sales person onto your staff—from where to post classified ads to determining which sales person may out-duel his competition.

Michael Cooch, publisher of Local Income Lab and the primary trainer in the video, made it clear how important it is to select a candidate with the gumption to handle the job. “Now, the most important factors that you are looking for in these callers, in the independent contractors, are persistence, and emotional fortitude. Calling is not easy: picking up the phone and trying to drum up business is not easy. A lot of people just kind of collapse emotionally when somebody tells them no or hangs up on them or tells them to get lost. So you gotta find somebody who can just kind of roll right through that stuff.”

Perhaps the most eye-opening point in the webinar comes when Cooch offers a test as the final part of the hiring process: “So you have a great conversation, you love it. ‘Uh, hey Kevin, I appreciate your responding, it was nice talking with you, but I’m just not sure you’re the right fit.’ You say that, and then you shut up. And you listen, if they give up, you let them.”

Cooch summarizes the need to make sure businesses are hiring people for the long term. “Do everything you can: it’s a pain in the ass to have to recruit new people. You want them to succeed and you want them to stay. Make sure you reward their successes—if they’re doing a great job for you, and you don’t recognize it, they’ll leave and go work for your competition.”

About Local Income Lab
Local Income Lab is a website designed to help local offline marketers succeed in their businesses. It offers “lab” tests, strategies, experiments, case studies and training to help local offline marketers navigate the sometimes-rough waters of offline selling.

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About Local Income Lab
Local Income Lab is a website designed to help local offline marketers succeed in their businesses. It offers “lab” tests, strategies, experiments, case studies and training to help local offline marketers navigate the sometimes-rough waters of offline selling.

Press Contact
David Walter
Editor - Local Income Lab
303-416-4700
contact@localincomelab.com