One of the toughest tasks for business executives is evaluating sales talent. Listen to this episode of the Sales Management Minute to learn the secret to effective sales person interviewing.
Some business leaders, when interviewing salespeople, are optimists – looking for reasons to hire the sales person.
Other business leaders are pessimists…searching for reasons not to hire the candidate. A more effective approach when evaluating sales talent is to be the pragmatist.
Think of this process as a data matching exercise. You have a profile of your ideal salesperson on one side and the candidate on the other. This is an analysis to see if there is a match between the two.
You aren’t looking across the table to see if he or she is a great closer or a strong prospector. You’re looking for the synergistic match between your profile and the candidate…that’s the secret to effective sales person interviewing.
Don’t have a detailed profile of your ideal salesperson? Better get started. After all, how can you possibly find the right salespeople who can be great in your company if you don’t know what that looks like?
One final note… They say never go to the supermarket when you’re hungry. Don’t wait until you need a salesperson to start the recruiting process. You’ll be shopping hungry and make a poor hiring decision.
See you next time on the Sales Management Minute.
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.