Sales has changed over the last 5 years, becoming more complex and more strategic. Buyers are buying very differently, using other ways to gather the information they need to make a decision, many times leaving the salesperson completely out of the equation. To succeed, companies need to revisit their profile of what a successful salesperson in their sales environment, selling their type of products and meeting their buyers’ needs looks like. Then they need to hire or train new skills that fit that new profile.
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Finding that person who is able to sell in your sales environment can make or break your success. Identifying the profile of someone who would be successful at your company and then hiring (or promoting) to that profile helps to prevent turnover, improve start up times and increase sales revenue. The cost of a bad hire includes the hiring costs, training costs, managers’ time, customer goodwill, brand damage in the market place. Starting over with new sales people stymies growth of the organization and takes away from time that can be spent on activities that produce results.
While it is important when creating the profile to identify the type of sale it is and what skills and attributes are necessary to be successful, it also entails more than just looking at skills.
When creating the profile, we look at three different areas:
• Can they do it? Skills, knowledge and experience
• Will they do it? Willingness and motivation to do what it takes to be successful
• Will they fit? Values and cultural fit with your company and its way of doing business as well as a fit for the type of sales that your company does
Strategic Enhancement Group has been helping sales people learn the skills to be able to hire successfully since 1984. We can help you and your sales team learn what they need to hire the best sales team.
Lets talk Hiring Salespeople