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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