We have leads for our solution. However, we don't have the sales people to follow-up and close opportunities. How can we solve this problem?

Is that $20.00 per unit? Or, is there a zero missing?

Tough to say without knowing what your product or service is, but if it's something they can purchase online, you can hook up a payment system to your site and use data segmentation and email nurturing campaigns to drive them to purchase.

Happy to discuss how to approach this with you in greater detail if you'd like to schedule a call.

If you have the leads and a good product hire sales people. Either commission only, minimum base salary if they opt for that prior to starting the week's sales period... If they feel they're on a learning curve you motivate them with tools and tips but make them feel safe and calm with a secure base pay while they get things working for them.
Hire straight salary.

That is actually a fantastic problem to have.

We went through a similar situation during the early days of my startup.

You really have two options: either recruit sales people or automate the process by improving your conversion funnel.

If your deal size is as large as you've mentioned, ($20K), it might be in your best interest to hire a real person/team to do the closing.

Recruiting, vetting, and working with a killer sales team, is completely different discussion.

Hope that helps! Happy to answer any other questions you may have :)

You have some great advice here. Of course the devil is in the details. We don't know what you are selling. I assume you are working as hard as possible. How do you make your company look and operate larger than it actually is? LEVERAGE. Can you hire sales agents to sell your product? Can you find resellers? Is your product part of a broader solution? If so, can you recruit integrators. Also, are there master reseller opportunities. These are just a few questions I would have. Also, are we talking about qualified leads are inquiries?

Best of luck.

Denny

Establish a sales funnel.... Use cheaper / less experienced people to qualify and make appointments whether personal or virtual. Use more experienced people to have a conversation and/or the final close. Most sales are a three step process, especially in a higher value item. Don't rush the close, establish the value. Apart from this basic idea, everything has to be custom tailored to your particular needs. Let me know if you need further help developing this.

I am a startup mentor and business consultant for early stage startups.

There are different approaches which might work here. For $20/deal it's not very much you can do to close deals and it is questionable if you should get sales reps with such a deal size.

So, if you can't get reps....what can you do?

There are two questions here which you should answer before hand to get a better understanding of your sales:

1) How do you determine whether your leads have real potential and are ready to close the deal?

This questions is quite important, because you don't have the time and recourses to follow up on leads which don't have any potential or are not fitting your own profile. You should definitely take a look into lead nurturing/scoring and make sure that you pre-filter your leads and break them down into the leads which have a high chance to buy your product.

2) How do leads reach you?
There are various sales workflow products which will help you send out some automatic emails.

I hope that this will offer you some more insights. Feel free to reach out to me, so I can answers your questions more specific.

As a small business owner, you are the salesperson. No one understands and owns your product more than you do. Is there a reason you are not closing those $20k deals? Do you not have the time? The skills? The processes?

Without knowing the details of your operation, I can only make assumptions. A friend said to me that he is not a sales person. I beg to differ. If you are passionate about something, you will be able to persuade someone to take action on it.

That said, if you are simple unable to close the sales, which is a different issue to address, then hire a sales person. You will need a talented person with great people skills who will learn your product intimately, build rapport and relationships with your leads/prospects and move them through a sales cycle to close the sale.

Hope that helps. Let's get on the phone if you need more assistance. I can definitely help! Best of wishes!

Hire a VA to do it.

If you have leads for your solution but lack the resources to follow up and close opportunities, there are several options to be consider:
1)Consider establishing partnerships with resellers or distributors who can sell your solution on your behalf.
2)Implementing sales automation software and tools can streamline your sales process and make it more efficient.
3) Invest in training and developing your existing team to enhance their sales skills.
4)Another option is to outsource your sales function to a third-party sales agency or freelancers.
Remember to assess the costs and benefits of each option.

I've been in similar situation recently. You need to hire "CLOSERS". Closers are the people where you sent your warm leads to, and they will close the deal for you. Closers work on commission based only, therefore the deal size matters. $20K is ideal. Two of the best place that I know to source Closers are : Dan Lok and Grant Cardone. Dan Lok and Grant Cardone have the institutions where they train and provide the best closers in the world.