There is a screening technique that will help reduce the possibility of hiring the wrong sales people. Listen to this show to learn how to incorporate this tool into your sales talent screening program.
After you’ve put your candidate through the interview process, there’s a great final step that will help you determine if this is the right person to add to your sales team.
Ask the candidate to provide you with a one-page business plan in which he shows you how he will make the investment you are going to make in him a fruitful one. Make the request and three times tell them all you want is one page. Don’t tell them when you want it. Ask them when they can have it for you.
This step helps you evaluate several aspects…
1. You’ll see if they can write effectively…
2. Can they meet a self-imposed deadline?
3. Do they truly understand the role and expectations?
4. Are they philosophically aligned with the company?
5. Do they follow directions?
This step won’t cost you a penny, but could save you thousands in ensuring you hire the right salesperson for the role. You’ll be amazed what you learn about your candidate using this screening tool.
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.