In any industry and every business, sales are the foundation for profit and ultimately business success. So when it comes time to hire a salesperson, it can feel hard to know where to start. Becoming a good salesperson requires technique, strategy, persistence, and commitment. Most companies spend more on hiring in sales than they do in any other part of the organization. If you need to hire a team of rockstar salespeople, you can increase the odds of success with hires by polishing up your hiring and sales process. Learn how to identify and vet the best candidates by following these four tips for hiring the right salespeople.
A Few Tips on Hiring the Right Salespeople
Interview Like an Expert
Train your HR team to be able to spot the differences between a good candidate and a great one. Before you even bring in candidates for the interview, clearly define the type of candidate you are looking for. Consider these qualities that you will find in a successful salesperson:
- A comfortable friendly communicator
- A competitive spirit
- Easy to coach or a quick learner
- Rejection tolerance
- Motivated and positive
Break up the interview schedule to bring focus to each candidate. Write out your interview questions well in advance, and use the same set of questions at each interview. That way you can look at each candidate based on the same type of information. Ask broad questions and let the candidates to the talking, which will uncover their communication skills and overall experience.
Be Transparent and Honest
Be forthcoming not only with what the job entails but also with the company’s culture. Provide prospective employees with a full picture of what they can expect in their new job. By doing this you allow them to make the best decision for themselves and ultimately for you. You can’t make someone fit the culture of your company. The culture fit needs to be good for the candidate and for you. When meeting candidates ask yourself if you would want to have lunch with this person. If you’d like to go out to lunch with that person, perhaps you found them likable, interesting, or engaging, odds are that your clients would want to have lunch with them, too.
Provide candidates with all relevant information and don’t leave out any of the perks. Being transparent will help promote higher employee retention down the road. Remember that you are competing for the best candidates, so make your offer compelling.
Pick People With Passion
A good salesperson can sell just about anything. However, if you want to pick a great salesperson for your company, look for someone who has a passion for your particular industry. Customers are bombarded with companies trying to sell them things. Your salespeople will be able to cut through the clutter when they speak with a genuine, unwavering conviction about the value your product or service will add to a customers life.
During the interview process ask candidates why they are interested in your industry. A candidate can have an incredible track record, but if they lack a connection, or if they don’t have the right kind of sales experience for your industry, they might not be able to connect to or understand your customers. While training new employees is essential, passion is one thing that just can’t be taught.
Listen for Clues
A great salesperson has the ability to connect with a wide range of personalities. They will demonstrate that they have researched your company by asking intelligent questions. They will probably try to close you at the end of the interview. You can expect after the interview for them to follow-up with a thank you note. These are all signs that you’re looking at a skilled salesperson.
All of that said, you have to trust your gut. If the candidate looks good on paper but just doesn’t seem right in person, they are likely not the right candidate for you. You know your business and the job they are competing for. Do your best to find the right fit.
Your sales team is crucial to the success of your business. Hiring a salesperson who isn’t going to succeed is a waste of your time and theirs. By interviewing like an expert, being transparent, and picking people with passion, you are sure to hire the right salespeople.
Safeguard knows that your sales team is the one who make the first impression with potential clients. We are here to help with everything you need to manage and market your business. Give us a call today to discover how Safeguard can help you grow your business.