In this episode of the Sales Management Minute, find out if you are making this sales talent evaluation mistake.
My wife and I buy very differently. I buy when I find something that matches what I want. Sharon is a “see-more.” She needs to see all of her options…no matter how long it takes before making a decision. I buy carefully, but quickly. She buys prudently and slowly. Each of these approaches works great when buying items for the house, but only one of these approaches should be used when evaluating sales talent.
There’s an old expression which says, “Hire slow, fire fast.” But, can you hire too slowly?
Top salespeople are turned off by elongated interview processes. A protracted interview process also leaves you vulnerable to losing top candidates to other companies.
Effective sales talent evaluation programs are founded in the development of ideal salesperson profiles. Process steps are created to allow the team to compare the candidates with the profiles. When you find a strong match between a candidate and the profile, extend the offer!
If the process is tight, the core matches (or mismatches) are quickly identified. Don’t make the process any longer than it needs to be. For even the highest-level sales roles, the entire process should be able to be completed within two weeks…from resume received to offer extended.
If you are a see-more, you may find you don’t see more revenue.
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.