October 2004
CEOs, presidents, and VP of sales routinely express frustration to me about the most fundamental challenge facing sales management today--hiring the right salespeople to meet their company’s revenue and margin objectives. With new-hire turnover ranging from 25-50 percent
for the first year, here are some tips to help you avoid one of the greatest deterrents to meeting revenue goals.
Fundamental Hiring Requirement
The first step is to identify the requirements of the sale. If the company’s a price leader, someone who sells on price is ideal. But if the proposition is value, a sales person who is comfortable selling at higher margins is required. Also, some salespeople are successful with technical decision makers, while others do best with C-level decision makers.
Biggest Recruiting Mistake
Don’t mistake a warm, engaging personality for the ability to perform. Explore underlying sales beliefs that can either support or sabotage success.
Don’t compromise the criteria that relate to the requirements of the sale, and don’t accept the best candidate at the time even if the candidate doesn’t meet the criteria.
SALES GROWTH SPECIALISTS PRESENTS
FOCUS ON ACCOUNTABILITY-
TO ACHIEVE RESULTS
John Condry’s Results Plus Management Workshop
December 15-16
Condry is to sales as Six Sigma is to manufacturing...the best thing we have ever done to improve our sales management practices.
David Dillion, CEO, MEYERS
Early Registration Discount Extended
Register before October 31, and save $600
$995 instead of $1,595
To learn more, visit SalesGrowthSpecialists.com
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Best Practice for Identifying Good Sales People
A candidate must have four key qualities. First, an incredible desire to be successful in sales. Second, an unconditional commitment to being successful. Third, the candidate takes personal responsibility for success and does not offer excuses for failure. And finally, a positive outlook about him or herself, the industry, and what they’re doing enables the candidate to take risks, combat objections, and counter negative energies.
Why Good Candidates Fail
Alignment of a candidate’s belief system with the position’s requirements is essential. Sometimes the right person fails, because sales management has failed to identify expectations or provide a good quick-start program to bring them up to speed.
How to Improve Hiring Track Record
The best way to improve hiring effectiveness in sales is to define the work and the processes that the position entails and identify the characteristics that are essential for success. And finally, call Sales Growth Specialists!
Need a speaker for an upcoming National Sales Meeting?
Call me to discuss what you want to accomplish.
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Danita Bye
President
1160 Cherokee Road
Medina, MN 55356
612.267.3320
800.256.2799
danita@salesgrowthspecialists.com
www.salesgrowthspecialists.com |
