7 months ago
February 21, 2017

How to Hire Sales People

By taking the time to hire sales people using the right hiring processes, your company will benefit.

Claire McConnachie

If you’ve made the commitment to hiring new sales people and expanding your business, it is very important that you hire sales people the right way. There are several steps that must be followed to ensure that you’re getting the absolute best person for the job. By taking the time to hire sales people using the right hiring processes, your company will benefit and you will be able to reduce your turnover rates and increase your productivity rates. 

1. The qualities you want to look for.

First, when you are ready to hire sales people, it is important to look for the qualities that make great sales people from your candidates. You want to find people who are naturally positive people and have the ability to self-motivate and hold themselves accountable. These qualities are what separates true sales people from the rest of the crowd. You’ll also want to hire sales people who have healthy levels of self esteem and display high levels of personal confidence.

The best sales people are those who are able to emotionally connect with their prospects. Look for candidates that have a winning personality and the ability to empathize. 

2. What qualities you should avoid.

While you do want to hire sales people who are self confident, you don’t want to look for candidates that are obnoxious or pompous. The days of the “sales bully” are long gone and there is no room in your organization for that type of personality. If you are hiring for entry level positions, it’s even more important to screen for personality types and avoid those who are retiring by nature or simply too bombastic.

3. Attracting the right kind of sales people.

It is very important to hire sales people who are going to benefit your bottom line and help you meet your goals. In order to attract these people, it is important to put together an attractive compensation plan. Entry level beginners won’t expect much, but highly qualified and experienced sales people are going to expect a competitive pay scale and the ability to set their own wage through the use of commissions and incentives. Don’t be afraid to pay a little more to get a much better candidate.

So, how do you find all of these things out when you are ready to hire sales people. Ask the right kinds of questions during the interview process that will reveal more about a candidate’s personality and what motivates them. It is also important to use skill and personality testing to help you find the right people. These tests will give you the insight you need. A candidate can skew the verbal part of the interview, but it’s much more difficult to game a personality and skill test. 

Once you’ve gone through this process, you will be able to hire sales people that are perfect for your organization.

Claire McConnachie

Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.