Hiring the right sales people with the right characteristics and attitude can help your company reach the next level.
No matter what size your company is right now, if you want to grow it bigger, you’ve got to have the right sales people working for you. From Fortune 500 companies, to small mom and pop operations, hiring the right sales people can make worlds of difference for their bottom lines. Even if it’s only a single sales person, with the right characteristics and attitude, they have the power to help your company reach the next level.
So how do you know when you’ve got the right sales candidate in front of you? Let’s take a look at what you need to be seeking out during the interview process and even in the initial stages of posting your job opening.
The right sales people all share a group of characteristics that set them apart from regular sales people. While nearly anyone can sell something, it takes someone special to become a great sales person. The first of these characteristics is the ability to be goal motivated and oriented. Great sales people not only meet or exceed goals that are set for them by their managers, they will also set their own goals, which typically are more aggressive than company goals. They live to meet their goals and accomplish more in their lives. People who are happy with the status quo are typically not going to make a great sales person.
The right sales people will also display strong personality traits that include friendliness, the ability to create instant rapport with anyone, self confidence and humility. The days of the arrogant sales person are long gone. They’ve been replaced with the right sales people who have healthy levels of self confidence (allowing them to take rejection) tempered with a dose of humility that keeps them grounded. These are the ideal people for sales positions.
You’ll also want to look for traits like the ability to self motivate and self-starters. These are the people you won’t need to micromanage, which in turn means that you can get more done and won’t have to worry about watching over someone’s shoulder all the time. The right sales people know what they need to do to meet their goals and they aren’t afraid of working hard to reach them.
The right sales people are a vital part of your company. When you’re posting your job openings, clarify that you are looking for people who have these traits. This will help weed out those who may not have the makings to be a great sales person. During the interview process, ask open ended discovery questions to help you dig out more information from the candidates and reveal more of their personality type.
Finding the right sales people will help ensure that your company stays competitive and will continue to grow throughout the years, no matter what the economy may bring.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.