Hiring the right sales people starts with the development of your ideal sales person profile.
Today, we are going to talk about designing your ideal sales person profile. If you listened to my earlier show about sales hiring, you heard me introduce the concept of a profile of your ideal sales person for the role. This should be a very healthy list that looks at your product type and position in the marketplace, the length of the buying process and organizational attributes.
What is an example of an organizational attribute? Let’s say you have a CFO who beats up sales people for sport… Yet, in your environment, the sales person must be able to work with the CFO to get the pricing they need to get their deals done. You can’t hire a sales person who folds when dealing with a tough company executive. For them to succeed, they need to stay in the ring and fight for what they need to get the account in the win column.
Developing a detailed profile of your ideal sales person sets the foundation for making educated hires for your sales team. Making the right hires means peak performance and revenue growth.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.