<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=349935452247528&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

Dealing with Grief in the Workplace
Nov. 24, 2020 | Posted by Jodie Shaw
  One of the most difficult things a leader will have to deal with in the workplace is the death of an employee. Whether the result of ongoing health complications or a tragic accident, a death in...
How to Adapt to Changes in Customer Behavior
Nov. 12, 2020 | Posted by The Alternative Board
The coronavirus epidemic has altered (perhaps permanently) many facets of life around the world. The business landscape, for one, is considerably different than what we remember from even one year...
Effective Customer Case Studies Can Boost Sales
Nov. 5, 2020 | Posted by The Alternative Board
What do you normally do when contemplating a major purchase? Like most people, you probably make an effort to see and hear what others have to say about the company you plan to buy from, as well as...
How to Lead During a Crisis
Oct. 30, 2020 | Posted by Jodie Shaw
Working with a remote workforce requires different management and leadership. During the current Coronavirus pandemic, many members of your team will be experiencing mixed emotions from anxiety to...
6 Sales Tips on Getting to “Yes”
Oct. 29, 2020 | Posted by The Alternative Board
Getting to “Yes” is every salesperson’s ultimate goal. But so many variables are involved that the process can be cumbersome and aggravating—with no guarantee that the goal will actually be reached. ...
3 Ways to Make Your Business Agile
Oct. 27, 2020 | Posted by Phil Spensieri
Whether your business has been positively or negatively affected by the impact of the pandemic, it has been impacted, and your business is not the same as it was in early March. Hopefully during the...
Email Marketing in the Age of COVID-19
Oct. 22, 2020 | Posted by The Alternative Board
In spite of all the changes rocking the business landscape, experts agree that email marketing remains a consistently effective way of reaching customers. In part, this is because companies can...
9 Ways to Keep Your Customers Longer
Sep. 25, 2020 | Posted by The Alternative Board
According to Invesp, it can cost five times more to acquire a new customer than to keep an existing one. Many businesses spend most of their marketing dollars on finding new customers instead of...
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...