It’s pretty hard to achieve a sales goal if you don’t have the top sale people on board.
It’s even harder to find top sales reps if you don’t know what they look and sound like! While there is no 100% accurate formula that achieves sales recruitment success, let me share with you some ideas you can quickly put to use and improve your results.
Selling in today’s economy involves a well-rounded person. Ideally, look for people who have a combination of industry knowledge, product knowledge and proper sales knowledge& know how. Most of the time, you find people with industry and product knowledge however they lack the sales knowledge or the other way around.
Ideally, find people who have all 3 areas. If you don’t, you will need to have a plan in place to fill the gap.
Filling the gap on the selling skills front includes the following topics: prospecting skills (contacting people by phone, face to face or social media), consultative selling, getting commitment, overcoming objections, following up, doing proposals, negotiating and managing accounts.
Once you have identified the people with the above elements, you need to assess whether or not the candidates have the right competencies. Simply put: you need to find out if they are “Switched on.”
Here are the three competencies to look for in top sales candidates.
The above three points are key elements that form the DNA of top producers. Use behavioral event interviewing styles along with assessment centers and look for consistent results. There are varying degrees to which these competencies can be displayed. Mainly candidates would be either proactive or reactive with each competency. The more proactive they are the better result they will produce.
Last quick 4 points to consider:
If sales are important to you, find ways to get qualified candidates in front of you. You have to make them attracted in to your organization and show them the advantages of working with you rather than your competitor, especially if they are “switched on”and have the skills and the industry and product knowledge you want.
If you need any introduction to the resources I mention above or need help to put the above in place in your organization, let me know.