Identifying the Profile for a Successful Salesperson

THE PROBLEM

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.

What are some symptoms of a sales organization that doesn't have a profile of a successful salesperson?

Experiencing a high rate of turnover, especially with new hires

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Salesperson Turnover Solutions

Slower than normal start-up of new people

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Salesperson Ramp Up Solutions

Changing market with sales being more difficult now and the old ways of selling are not working

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Sales Training Solutions

Average to below average sales revenue

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Sales discovery solutions

The challenge of finding people who actually want to sell

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Sales Career solutions

Changing sales models

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Sales Model solutions

Hiring the best of the pool of candidates only to end up in failure

We can help by...

  • Determining a profile for now and into the future
  • Identifying the skills, knowledge, attributes, environment and willingness components for the profile
  • Creating behavioral based interviewing protocols
  • Creating a realistic job preview for use when recruiting
  • Training your sales managers in interviewing skills
Sales Hiring solutions

 We can help you identify the skills needed for a top performing sales team.

 The Path to Growth Starts Here

Why is a Profile of the Successful Sales Person Important?

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

Creating and using the profile of a successful sales person, you can build hiring tools and develop coaching and training that will help keep your organization on an upward sales trend.

Sales can be very different depending upon how sales are found, won and expanded in different situations and different markets. A person selling clothing at a retail store has very different tasks to perform to make a sale than someone who is selling multi-million-dollar equipment. The rewards are also different.

There are hunters and there are farmers. Hunters love to go out and find new business – the thrill of the “kill” if you will. Farmers are more patient, cultivating their clients, nurturing them to bear more fruit. Both of these have unique sets of competencies necessary for success. Short sales cycles are good for those who need instant, or almost instant gratification. Long sales cycles require patience and tenacity, attributes not required in the one-call-close sale.

A good profile can be used to create behavioral interview questions, provide a set of criteria to use when coaching, and set up a training curriculum.

How Can SEG Help?

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

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