Five tips to hiring better sales people:
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Test their preparedness. Test their knowledge about
you and your company up front. The best sales people
do their homework - always.
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Listen to their questions. Note them. Great sales
people ask great questions - if you divulge
information and insight - so will your clients.
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Use assessment tools. Are you looking for a hunter
or a farmer? Decide this up front - and find the
right fit.
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Validate their track record. Ask about the previous
managers that they intend to have us speak to and
why. Check to see if they won those awards. Ask, in
detail, about their executive contacts.
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Look at their training track record. Has this person
been trained properly from day one - have they
upgraded their skill sets? Ask them what they are
reading today.
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Candidate questions that should concern you in the
interview process: |
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None. If they have no questions
then this is a red flag.
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Is there a minimum quota? What
they are really asking is "what is the least amount
of work that will keep me employed".
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How do you generate leads? They
expect you to provide all opportunities for them.
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Is there travel? This tells us
that they do not want work to infringe on their
personal lives.
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Do I have to work from an
office? What they are asking is to work from home -
which is not always a bad thing but a good sales
person will not ask this up front.
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How many sales people do you
have in this area? What they are worried about is
their ability to receive all of the passive leads.
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Related Article:
Improve Your Odds at Hiring the Best Sales
People |
