5 Reasons why sales hiring is trickier than other roles in the enterprise
Wednesday, August 11th, 20105 Reasons…
why sales hiring is trickier than other roles in the enterprise.
1. Candidate MOTIVATION must be evaluated and reviewed.
Since sales people hear NO all day long we’re always concerned they’ll lose motivation to sell our product or services. Since there are many individuals that CAN normally sell your service and product, WILL THEY?… is the first question. How do you know they’ll be motivated? Can you be sure?
2. Proving Historic achievement is challenging for past goal attainment.
If the prospective new sales person is from your industry, you can often guess if the results they claim to have achieved are real or not. Does your interviewing team have the right questions to ask? Are they asking them?
3. Good Sales people are prospectors and often have many choices.
Are your hiring manager’s effectively selling your opportunity? Are you hand holding to ensure they’re around for an offer? Are your company’s hiring mangers adept at sales management?
4. Can the sales person adapt to your system?
Is your infrastructure and support system for sales teams developed? What was their previous support system like? Can the sales person thrive and grow in your environment?
5. Does your compensation plan motivate the rep to achieve?
Was the previous employer a sales motivator? Does the candidate need one? Is Yours? Is there a competitive environment within the ranks? Are your commissions capped? Do you know what the competitor companies offer? Is your company competitive with your competition’s income earning potential?
For answers to all these questions…
CALL ME!
GOOD LUCK WITH YOUR SALES HIRING.