| Hiring Salespeople
Hiring Salespeople and Sales Managers -
Finding and Keeping Winners
The resume looked good. The candidate sold you. The references checked out. So, why isn’t your new salesperson prospecting and closing deals? What’s making it so difficult for your new sales manager to rally the sales team around the company’s goals and vision? Maybe, just maybe, you didn’t identify and interview for the real reasons behind success in sales and sales management.
SalesLeadership has dramatically improved sales results by benchmarking the specific position and aligning the salesperson and sales manager to match the behavior, culture and skills necessary to succeed and thrive. As a result, your company will:
Salespeople:
- Hire salespeople who aren’t afraid to call at the top
- Hire salespeople who can close deals consistently at full margin
- Hire salespeople who prospect consistently
- Hire salespeople who are internally motivated
- Hire salespeople who deliver results not excuses
- Hire salespeople who sell on value, not price
- Hire salespeople who can grow as your company grows
- Hire salespeople who play well with other departments
Sales Management:
- Hire sales managers who can lead, develop and grow a sales team
- Hire sales mangers who knows how to compete and win with integrity
- Hire sales managers who can communicate effectively with all types of personalities and salespeople
- Hire sales managers who can deal with conflict and reach a resolution
- Hire sales managers who can think big picture and still handle the day-to-day details of running a sales organization
- Hire sales managers who can achieve that fine balance of corporate management and field management
- Hire sales managers who understand the importance of working with other departments in achieving overall corporate goals
- Hire sales managers who can create a sales culture that attracts the best of the best
SalesLeadership Hiring System - ‘Hiring Winners’
STEP ONE: CREATING THE JOB TEMPLATE
Get clear on the best salesperson and/or sales manager for your company
SalesLeadership meets with key decision makers to develop a benchmark for the sales or sales management position. The benchmark serves as a measurement tool for future hires and takes the guesswork out of the hiring process. At the end of the benchmarking sessions, a job template is created that outlines:
- Job specifics – Attitudes, sales activity, responsibilities and results expected in the sales/sales management position.
- Emotional Intelligence – Resiliency, building relationships, personal accountability, empathy.
- Specific selling style/communication style needed for position – Aggressive, high sense of urgency, service oriented, analytical.
- Past experience - If and how it will translate into current sales and or sales management position.
- Company core values - the heart and driver of a sales culture.
STEP TWO: IMPLEMENTATION
SalesLeadership will work with sales management team in developing recruitment materials. A key component of implementation is training the sales management team on behavior based interviews. Behavior based interviewing skills determine if the potential sales candidate can and will do the job.
- Develop recruitment ads for newspaper/on-line (Your advertisement needs to be your first screening tool.)
- Develop recruitment letter for ongoing proactive recruiting efforts
- Design a telephone “screener” interview
- Coach the sales management team or executive team on how to screen candidates over the phone
- Create a behavior based interview with weighted competency questions
- Coach the sales management team or executive team on behavior based interviewing skills
- Administer objective hiring and sales assessments which measure:
- DISC: Selling Style/Communication Style Analysis
- PIAV: Personal Interests, Attitudes and Values
- EMOTIONAL INTELLIGENCE: Ability to relate to others and build relationships
We practice what we preach and don't make recommendations without a face-to-face appointment or phone consultation.
For more information, please call 866-708-1128 or
303-708-1128 or email us.
SalesLeadership, Inc.
2420 West 26th Avenue
Suite 445-D
Denver, Colorado 80211
303.708.1128
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