Hiring a salesperson is not an easy task. Candidates applying for the post must prove themselves worthy of the position. They must demonstrate their ability to satisfy customer needs and exceed expectations. While testing prospective candidates on their sales skills can be an effective way of determining whether they possess the required qualities, testing without motivation to obtain results may result in a hiring decision based on what is readily available. A salesperson’s ability to sell will be largely dependent on how much the candidate sells for his or her company.
Prior to hiring a salesperson, you need to ask yourself a number of questions that will help you unmask the seemingly unethical salesperson. The first step should be to determine whether you are looking for someone who can bring value to your business or one who will simply take your money. This is a question that goes beyond the simple “qualifications” and “features” of the prospective candidate. Candidates will need to prove from the very beginning how great their qualities, skills, motivations, and personality are. If a candidate makes you feel like they will represent your business well, they are definitely a candidate worth hiring.
A good way to begin hiring salespeople is by asking them the following questions: What is your competitive spirit? What type of salesperson do you want to work with your firm? What types of sales or services do you need? These types of questions will help identify if the candidate possesses all the qualities you are looking for, and they will also provide you with insight into their ideal candidate characteristics.
When hiring salespeople, it is imperative that you take the necessary precautions to protect yourself, your company, and your investment. Hiring the right people is not just about hiring the best available talent. It is about hiring the right salesperson for the job at hand. This is why it is important that you ask specific questions before hiring each individual.
A common mistake made by companies that are either new or have recently been established is the hiring of salespeople without learning the most essential aspects of the hiring process. There is no reason that a business cannot hire salespeople who have strong development and leadership skills. The development areas are a critical component of the hiring process. The development reps are responsible for the salespeople who show up to work for them. Thus, the development areas must be included in the overall hiring strategy.
Another mistake that companies make when they hire salespeople is that they hire people who lack appropriate training or who do not possess the development or motivation needed to be successful. When hiring someone to work for your firm, you should consider hiring someone who has shown that they are willing to learn. They must be willing to work their way up from being a salesperson to a development rep. If a salesperson is willing to go from salesperson to development rep, they will have greater success in their career than someone who is only interested in becoming a salesperson and never interested in developing themselves. Read more about how to hire a salesperson for a startup here.
The last common mistake that companies make is to hire a high-energy individual who is not highly skilled in their area of expertise. A high-energy individual may be able to get the job done quickly and maybe impress the client with their sales call, but if they do not possess the skills to effectively deal with clients, they will not be effective at their job. In most cases, a high-energy individual does not come across as well as they could if they were to acquire the development and leadership skills necessary to handle clients and fellow employees. The development and leadership skills are usually acquired through on-the-job experience and mentoring.
One other key factor that you should consider before hiring a salesperson is how they conduct themselves during the interview process. It is absolutely critical that the candidate conduct themselves in an effective manner and maintain a positive attitude throughout the interview process. Some salespeople tend to use canned interviewing techniques that are not very appealing to people and can leave the interview on a negative note. You will want to ensure that the individual that you are interviewing is willing to accept the interview as are not expecting to receive a yes or no answer. Many salespersons tend to overreact during the interview process and this can not only negatively affect the candidate, but also the hiring company.