<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=290086984736480&amp;ev=PageView&amp;noscript=1">
Search
word-map-thumb

The Alternative Board Blog

A Quick Guide to Hiring a High Performing Sales Team

Jan. 29, 2019 | Posted by The Alternative Board
bigstock-Business-handshake-Business-m-110858918-e1482274696384-1

A quality salesperson is vital to sales team success

This individual is responsible for generating leads and closing sales, which translates into revenue-generating activities for your organization. That’s why it’s crucial to establish a selection process that ensures you hire the best salespeople to join your team.

Here are quick tips on what you should think about when interviewing for sales:

Know what you want the individual to do.

A vague sales job description will inevitably yield vague responses. On the other hand, a detailed (and well-crafted) job posting will narrow the results you get and hasten the process of recruitment.

According to Small Business Trends, key elements of the job description include lead-generating activities, closing and post-closing responsibilities, sales administration and support. Determine whether or not the sales rep “is required to generate leads, or whether your business has a marketing machine in place to bring in leads.” Determining the kpis they will be responsible for will help determine “what skills to look for.” 

Focus on key personality traits in the recruiting process.

An A-player candidate can boast of his or her experience in generating leads and closing sales, but your hiring team should also be on the lookout for “soft” skills that set these individuals apart from the pack.

For example, can they demonstrate consistency in the way they go about the sales process? Do they understand the value of prioritizing leads (warm versus cold) and where best to focus their attention and efforts? How effective are they at building relationships with prospects, and continuing those relationships even if a sale isn’t imminent?

A-players “hold themselves to a higher standard,” notes Forbes. Such top performers “also understand the importance of teamwork and community, are in tune with your company’s vision, take initiative, and put the good of the company before their own.”

Want additional insight? Read 7 Steps for an Effective Hiring Process now to learn more

DOWNLOAD

Be clear about your company’s sales needs.

It might be tempting to “sell” your company to sales recruits, highlighting your status within the industry, how much better you are than the competition, etc. But this approach is self-defeating if your portrayal is inaccurate.

You can only hope to hire the best person “if you share where your company is currently (even if it’s not doing well) and where you want to take it,” writes sales expert Melinda Emerson. The goal is finding someone “who has confidence and ideas about how you can make money.”

Evaluate the candidate’s negotiating skills.

Sales isn’t a zero-sum game, where one side “takes all” and the other side walks away empty-handed. Sales is all about negotiations, so it’s critically important that the candidate for your sales position can demonstrate a record of high-level negotiating skills. Review his or her resume and then go deep in the interview process to evaluate how well the candidate does in these areas of negotiation:

  • Establishing the value of a product or service in the prospect’s mind
  • Understanding when to give away a value-added concessions (and when to stop)
  • Knowing how to ask for something in return for a concession
  • Being able to separate one’s personal emotions from a business transaction
  • Being prepared to walk away if talks break down

Your objective is to seek out salespeople who have cultivated these traits and put them to use on behalf of the organization they represent.

Be prepared to put in extra time and effort in the salesperson recruitment process. That investment will tilt the odds in your favor of finding the right person to generate leads and close sales that boost your company’s growth.

 

 

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by The Alternative Board

Related posts

7 Ways to Market your Business for Next to Nothing
Sep. 11, 2020 | Posted by The Alternative Board
Marketing need not be a mystery or expensive. For many business owners who are tightening their belts and reducing expenses, marketing expenditures are often the first to get trimmed. The truth is,...
How to Prepare Your Clients for a Price Increase
Sep. 3, 2020 | Posted by The Alternative Board
Every business must, at one point or another, share what’s viewed by customers as “unwelcome” news—the need for a price increase for products or services. Some businesses simply set the wheels in...
How TAB Helped A Member Grow During COVID-19
Sep. 1, 2020 | Posted by Phil Spensieri
Since the start of the COVID-19 pandemic, many businesses have struggled to survive. But for some, the pandemic has provided an opportunity to thrive. Garden Connections is one of those businesses. ...
The best piece of business advice I have ever received is…
Aug. 28, 2020 | Posted by The Alternative Board
When you’re a business owner, your best lessons often come from two places: failure or wise words from owners who have been there. There are going to be inevitable ups and downs in every enterprise....
8 Productivity Hacks for Busy Business Owners
Aug. 13, 2020 | Posted by The Alternative Board
Owning your own business can be a time-consuming undertaking. And despite many of us wishing for more hours in the day, time is finite. Everything we choose to spend time on comes at the expense of...
10 Creative and Often Overlooked Ways to Find Hidden Money in Your Business
Jul. 16, 2020 | Posted by The Alternative Board
With the strains of rolling shutdowns across the country, many businesses are finding their profits diminished or uncertain. Many leaders are relying on tried and true revenue generating strategies...
9 Tips to Help Create a Living Company Culture in a Virtual Workplace
Jun. 26, 2020 | Posted by The Alternative Board
As businesses around the world have gone virtual, digital tools have helped keep most aspects of our work life functioning. Many businesses are reporting increases in productivity, with activities...
How to Improve Diversity in the Workplace
Jun. 9, 2020 | Posted by The Alternative Board
The U.S. is going through some challenging times right now, but a growing awareness of the value of diversity in business may prove to be of long-lasting value for us all. Though the future is...
Time for a Closer Look – Assess Your Business Practices For The New Normal
Jun. 3, 2020 | Posted by Phil Spensieri
For most, if not all, business owners COVID-19 has proven to be their biggest challenge yet. During the last couple of months, I’ve witnessed, firsthand, the resilience of many business owners...
Help Customers Stay Connected and Loyal to Your Business
May. 20, 2020 | Posted by The Alternative Board
Small businesses have always been challenged to attract and retain a loyal customer base. This challenge has been intensified a thousand times over because of the Coronavirus outbreak. Whatever their...