Sales Recruiting


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Here is another question and answer from my interiew with business.com.

Business.com: Everyone knows that with sales, communication skills are paramount. But what should you look for in terms of research and analytical skills, as well as the technical skills necessary to operate the software and hardware for the job?

Susan: When recruiting sales people, the question is not can they sell, but rather can they sell what you want sold. If your product dictates the sales person to have a certain level of analytical or technical skills to be successful, you then should make that a minimum requirement for all candidates. You either have to ensure they have the skills necessary before you hire them, or you need to add training for those skills in your onboarding process.

For detailed instructions on how to define and find your ideal sales candidate, check out my book, Action Plan For Sales Management Success. As one associate wrote, “Your content, delivery and practical examples provided the students an excellent foundation to understand the complex topic of Sales recruitment and socialization.”

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Success and Action Plan For Sales Management Success
B2B Sales Connections

Want to know more sales techniques used by today’s top producing sales management professionals? Check out my webinar video recording, “Your 90 Day Sales Rep Success Plan – How to create an On Boarding Process that puts your sales reps on the right road to success!” on our sales and sales management training webinar videos page. All our recordings are available for instant download and viewing! Watch them as often as you like, whenever you find it convenient, and pause them anywhere to learn at your pace!

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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You are Hired

Most people who are involved in the hiring process for sales professionals understand that a candidate’s behaviors are usually more critical to their performance than their experience.

You can teach people the skills they need to accomplish the job but if they don’t have the behaviors you are looking for then they may never become a top performer. Drive, empathy, motivation and attitude are not skills you can teach someone. All you can do is help people who already display these behaviors become the best in their field.

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According to the book “How to Hire & Develop Your Next Tip Performer – The Five Qualities That Make Sales People Great” by Herb Greenberg, Harold Weinstein and Patrick Sweeney, no, everyone can’t sell, and some should even give up trying!

According to their research: (more…)

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Here is another question and answer from my interiew with www.business.com.

Business.com:
Recruiting events can put plenty of qualified, pre-screened candidates in front of you in a short period of time. But attending these events can be expensive. Do you think these events are worth it, say, for a smaller business, or are they a better fit for larger companies? (more…)

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Here is another question and answer from my interiew with business.com.

Business.com: How can your interviewing, hiring, and training practices help reduce “churn” in your sales team?.

Susan: Turnover in your sales team happens when there is no longer a fit between the employer and employee. The relationship is no longer a win-win, and therefore must end because both parties are not achieving their goals. The better you are in your recruiting and hiring practices, the better able you are to assess fit before the relationship starts.

Once hired, training maximizes the chance of success as it puts everyone on the same road, further securing the fit between the employee and the organization. The better the fit, the more likely the relationship can be successful in the long term, therefore reducing “churn” in your sales force overall.

I go into great detail on how to assess a candidates fit for your organization in my book, Action Plan For Sales Management Success. By popular demand, it is now available in a print version as well as in every eReader format at these fine retailers: Amazon.com, Amazon.ca, Amazon Internation, Barnes & Noble, Apple iStore, Kobo, Diesel, Sony, salesgravy.com, and Smashwords.com

For more detail on what kind of training works best, download my webinar video recording , Your 90 Day Sales Rep Success Plan – How to create an On Boarding Process that puts your sales reps on the right road to success! It’s available for instant download and viewing. Watch it as often as you like, whenever you find it convenient, and pause it anywhere to learn at your pace!.

To help get you started download a free copy of our white paper How To Recruit The Best Sales Professionals which includes “11 Telephone Interview Questions to Find Top Performers“, from our Sales Download Centre.

Remember as the old saying goes, “It’s hard to soar like an eagle when you are working with turkeys!” More motivational quote here.

Aim Higher!

Susan A. Enns, B2B Sales Coach and Author of Action Plan For Sales Management Success
B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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I recently submitted the following question to the TV show “Canada AM” for a recent segment on employment law: “Non-compete clauses seem to be more common in employment contracts these days. To paraphrase: “If you leave our company, you cannot work for another company in the same industry for a period of two years”. Are these clauses valid; or just a scare tactic so you won’t leave to work for a competitor? What should you be careful of when signing a contact that contains such a clause?”

The question was answered by the employment lawyer, Daniel Lublin. (more…)

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Most sales managers would agree that coaching their sales teams is key job function contributing to their success. However, when it comes to actually defining what the term “coaching” means, how best to do it,  and what are its affects in the long term, each sales manager would probably have a different opinion.

What is coaching? Is training and coaching the same thing? How much time should a sales manager spend coaching? How much time do they actually spend? What type of sales rep benefits most from coaching? Do top performers need it?  What are the best ways to coach?  Does it affect sales staff turnover? (more…)

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When hiring your next sales representative, keep in mind that the candidate who has the best interview and the best personality may not be the best sales person to sell what you want sold. As such, you need a balanced score card approach to hiring.

Define your ideal sales candidate before you start interviewing and gauge all candidates to it. Make a list of interview questions before hand so you can compare all the candidates’ answers using the same scale. Use sales aptitude assessments to determine if there are any red flags you are missing and guide you in developing specific questions for the candidate reference checks. (more…)

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Hiring from within the industry may sound like a great idea, but make sure you think twice before doing so.   Ask yourself why the sales rep would want to move to you company in the first place.   If they are not successful at your competitor, can they really be successful with your organization?

Although industry experience may appear attractive in a sales candidate, you may be solving a problem for your competitor by hiring their mediocre sales representative that they were happy to see go to your business.

For more proven recruiting techniques, along with the automated tools to create your hiring process from start to finish, including designing your compensation plan, to placing the ad, to presenting your offer letter, check out my book Action Plan For Sales Management Success.

Aim Higher!

Susan A. Enns, The B2B Sales Coach B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Ever wonder if you could get inside a sales candidate’s head to find out what they actually think about themselves? It truly would be one of the best reference checks you could do before hiring them.

There are a few things you can do to get a glimpse of how a candidate thinks. The first is to enter the candidate’s name into a few search engines like Google. In this case, no news is good news. You can also search the online social networks like LinkedIn, Twitter, and Facebook. If your potential sales candidate is registered, their online profiles can be very revealing.

The bottom line is, although you may not find anything online about your potential sales candidate, it can be well worth the few minutes it took you to check.

For more proven candidate pre-screening techniques including more interview questions to assess past performance, download Action Plan For Sales Management Success. As a business associate recently said, “Your content, delivery and practical examples provided the students an excellent foundation to understand the complex topic of sales recruitment and socialization”.

By popular demand, Action Plan For Sales Management Success is now available in a print version as well as these fine retailers: Amazon.com, Amazon International, Barnes & Noble, Apple iStore, Kobo, Diesel, Sony, and Smashwords.com

To download a free copy of our white paper How To Recruit The Best Sales Professionals which includes “11 Telephone Interview Questions to Find Top Performers”, visit our Sales Download Centre.

Aim Higher!

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