Tip #443: How To Hire Effective Salespeople

Recruiting, hiring and training the right salespeople can lead to huge dividends for your business. Unfortunately, you cannot simply replicate your top salespeople - instead, you must select the best candidates and refine their skills to suit the needs of your business. What if all of your salespeople performed as well as your sales leaders?

 

80% Of Your Sales Will Most Likely Come From 20% Of Your Salespeople.

You may have noticed that the majority of salespeople that you hire are either solid performers or complete mismatches for your business. Because of this, it is important to scrutinize and select the appropriate salesperson during the hiring process.

Consider These Five Tips When Hiring Your Next Salesperson.

Tip #1: Assess The Candidate - The right assessment process can help you determine whether a candidate is a good match. Additionally, an assessment tool is a time-saver, allowing you to screen out candidates who do not meet your initial criteria. Have multiple people interview the candidate to ensure that they can see all sides to them.

 

Tip #2: Ask The Right Questions - Interview preparation allows you to be ready to ask the most poignant and revealing questions. The most effective interview questions ask candidates to recall specific instances or opportunities during which they met challenges or overcame adversity. Additionally, you can role-play "sales scenarios" to see how well candidates respond and react to typical indicators in your industry.

Tip #3: Ask, Do Not Tell - Some interviewers disclose what they want from an employee at the beginning of an interview, and salespeople are particularly good at playing on such knowledge. Do not allow yourself to fall into this trap - instead, ask the candidate what he or she is looking for in a job. Questions such as "Why would you like to work for our company?" can also prove revealing.

 

Tip #4: Do Your Research - Most salespeople will often brag about success. To ensure the accuracy of these claims, make sure to write down what they told you then check on them during your reference check(s). You can also mention that you would like to speak with a former sales supervisor to judge the candidate's reaction. Additionally, you could ask this question: "If I were to call your boss right now, how would he or she describe your sales performance?" 

 

Tip #5: Conduct A 'Sales Test' - Salespeople are used to the usual questions such as "What are your strengths and weaknesses?" A standard practice involves asking a salesperson to sell something simple, such as a pen or stapler.

Try asking a salesperson to make a presentation on the current product/service line they sell. Then:

 

• Note how the salesperson pays attention to (or ignores) your questions or concerns about the product.
• Rate the candidate's ability to pitch effectively without overdoing it.

Executive Summary: Before you interview candidates, create a list of criteria against which all candidates can be measured. Screen your candidates and cut those who do not achieve your basic requirements. Lastly, always check for use of persuasive language, solid selling skills and glowing references.

 

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Tip #442: 7 Quick Ways To Earn A Customer's Loyalty

Research has proven that 50% of a business' customer base will stop patronizing them due to a negative interaction and/or experience. That's right, you could lose 50% of your customers all because you were not aware of how they were feeling on their last interaction with your organization.

In today's market, customers are extremely educated. The Internet enables them to discover multiple alternatives to your service or company. Additionally, it also allows them to rapidly learn more about your industry.

Because of this, providing a satisfactory experience is not enough to retain your customer base. To survive in this market, your customers need to be fans that spread the word about their positive experiences with your company.

Customers Look For The Basics When It Comes To Customer Service.

To provide an exceptional customer service experience and engender customer loyalty, focus on the pillars of positive customer service:

• Fast response time when handling an issue.
• Patience from the customer service department.
• Pleasant demeanor from your customer service department.
• Product or service knowledge.
• Positive follow-up experience.

7 Customer Service Tips To Create A Positive Interaction For A Customer:

Tip 1: Focus On Employee Loyalty and Training - Loyal employees are enthusiastic about your service or product - and that attitude is contagious to consumers. Additionally, well-educated employees are armed with the knowledge they need to best serve your customers.

Tip 2: Personalize The Experience - Customers love personalized experiences. User interfaces, customer profiles and multiple customization options can assist you in providing an attractive experience.

Tip 3: Provide Risk-Free Incentives - Risk-free offers encourage your customers to try your product (or an upgrade). If a customer tries your service for one month free and has a positive experience, you will have earned a loyal customer. This is the ultimate way to prove the value of your product or service because the risk is all on you.

Tip 4: Remember Names - Customers (who are just like you) enjoy it when a service provider remembers their preferences and shows gratitude for their presence. Do the same with your customers.

Tip 5: Stay Top-Of-Mind - Send useful, educational content to your customers at least once per month.

Tip 6: Stay Current - Your customers really do want to know about your latest products and services. Because of this, it is important that you communicate this information to them.

Tip 7: Always Under-Promise And Over-Deliver - A customer would typically rather hear a two-week delivery date and receive a product in five days versus hearing a five-day estimate with a product arriving on day six.

Executive Summary: Offering excellent customer service is not about fine-tuning only one part of your business. All levels and departments within your organization must focus on the essential customer experience. Additionally, you must make an effort to ensure your employees' commitment to providing positive interactions. This will give you an advantage in the marketplace.

 

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Tip #441: 4 Simple Conflict Resolution Tips

Fact: Internal conflicts are a reality in any size business. That being said, the way you and your staff handle these conflicts influences everyone's work environment. And ignoring a conflict only worsens it; therefore, you and your staff should consider these four core tips to take care of it before it becomes a larger problem.

4 Simple Conflict Resolution Tips For Any Size Business:

1. Identify The Problem - Determine the nature of the problem and identify who is involved and affected by the conflict. The sooner you can do this, the better. If an employee comes to you with an issue, try to remain objective in your discussion. Without judgment, research the facts surrounding the conflict. Most importantly, ensure that everyone involved is aware of the actual problem, agreeing upon the specific nature of it.

2. Uncover The Conflict's Cause - How did this conflict happen? This is essential in determining how to prevent further conflicts in the future. Common sources of conflict include:

• Communication breakdown
• Misunderstanding of rules or regulations
• Personality conflict between employees
• Problem in an existing process or procedure

 

3. Determine Solutions - Once you have a good handle on the nature of the problem and the facts surrounding it, it is time to come up with a solution. Take the time to brainstorm several possible solutions. If possible, gather those involved and actively seek their input. This will ensure that your employees are invested in solving the problem. Once you have several possible solutions, narrow them down and decide upon the most practical and cost-effective answer. (Note: If your solution is complex or involves many departments, you may need to make a list of steps or changes to implement your solution.)

4. Implement Your Solution - Once you have determined the best possible solution, take immediate action. Waiting will only exacerbate the issue and make it appear as though you are not concerned with fixing existing problems. If you take action clearly and quickly, your employees will appreciate your active role in problem-solving.

Executive Summary: Make sure you solve your conflict by following these steps in order. Taking action without knowing all the facts can prove disastrous, and the employees involved in the conflict will feel much better about a solution if they are involved in the problem-solving process. This collaborative effort can also mitigate any damage done by the initial conflict.

 

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