Recruiting and hiring salespeople can be quite challenging given the importance the role plays in generating revenue for the business and ultimately the success of the company. When I first began serving in this capacity, it was evident that the success of the salesperson was heavily dependent on if the individual demonstrated their ability to sell the products and services to the target audience. In other words, having the fundamental knowledge and skills is critical in the hire.
However, I soon discovered that this assumption and approach had some serious flaws. While considering their understanding of the buyer persona was on the right track, predominantly focusing on specific competitors or similar companies was a mistake.
Discerning how to interact with a specific buyer persona is difficult to teach and learn, so this is a worthy quality to seek in a candidate. However, knowledge of products and services is something any quality salesperson can study and learn to be successful. Removing this focus dramatically increases sales recruiting success.
Focus on these seven items while interviewing top sales talent to improve your hiring:
1. Culture Fit
Salespeople must fit into the company culture to a high degree (50%+) or there is a greater potential for internal conflict. Since salespeople often rely on other staff to close business, culture fit is important to have synergy.
2. Open Mindedness
Create an Ideal Candidate Profile (ICP) that captures the qualities of an individual who can serve your buyer persona and fits the company culture. This exercise will help you remain open-minded when evaluating candidates by remaining focused on the criteria you established when evaluating candidates.
3. In-person Interviews
While remote sales positions are commonplace, it is important to have final interviews in person to best evaluate the candidate even if it increases hiring costs. It is easier to accurately evaluate salespeople in person to pick up on their traits.
4. Top Traits
Determine the character traits that are most important and ask questions that bring these traits to light. Examples of traits include accountable, competitive, confident, honest, likable, creative thinker, integrity, etc.
5. Compensation
High-quality salespeople are motivated by money and growth potential. Presenting their earning potential and comp plan structure will help entice the candidates with the greatest success potential.
6. Wins and Losses
Top salespeople vividly remember their best wins and worst losses. Having candidates describe an example of each allows you to see obstacles that were overcome, if they attribute success to help from others, as well as what was learned in the loss scenario.
7. Entice
Part of hiring is showcasing the company and role. Be sure to enthusiastically highlight the best parts of the company, culture, products, services, etc. to attract top talent.
The Bottom Line
Recruiting top sales talent is a critical component of driving business success, and by focusing on these seven essential tips, you can significantly enhance your hiring process. Implementing these strategies will help you identify candidates who not only have the necessary skills but also align with your company’s values and goals. As you refine your recruitment efforts, I encourage you to apply these insights and share your own experiences and tips on hiring exceptional sales talent. Your contributions can further enrich the collective knowledge on effective sales recruitment practices.
Related:
Dos and Don’ts for Making the Right Sales Job Offer to the Right Candidate
The One-Two Punch for Consulting Success: Strategic Partnerships Plus Word-of-Mouth
How Onboarding Can Help Salespeople Get and Stay on Track for Sales Success
Turn Your Job Candidate Search Inside Out by Looking Beyond Your Industry
