The Mansfield Sales Blog

Sales Strategy Tips - Hiring and Retaining Top Salespeople

Research shows organizations that spend more time recruiting high-caliber people earn 22% higher return to shareholders than their peers. Ponder for a moment the last sales person that you hired. After you selected them, did they work out as intended or did they turn into somebody totally unlike what you thought when you interviewed them? The most important aspect of any business is recruiting and retaining top sales people.

Hiring is both art and science. Refusing to improve this vital process will almost always guarantee you will be spending money and time hiring the wrong people. Here are several reasons why traditional techniques are inadequate:

  • The majority of applicants exaggerate to get a job
  • Most hiring decisions are made by intuition in the first few minutes of the interview
  • 2 out of 3 sales hires prove to be a bad fit within the first year
  • Most interviewers are not properly trained nor do they like to interview applicants

5 Sales Strategy P's to Help You Improve Sales Team Hiring

  1. Prepare - Prior to the interview make sure you understand the key elements of the job. Develop a simple outline that covers the job duties. Screen resumes to gain information for the interview. Standardize and prepare the questions you will ask each applicant.
  2. Purpose - Talented sales people have more choices and job opportunities to choose from. The interviewer forms the applicant's first impression of the company. Not only are you trying to determine the best applicant, but you also have to convince the applicant this is the best place for them to work.
  3. Performance - Identify the knowledge, attributes, and sales skills the applicant needs for success. If the job requires special education be sure to include it on your list. Identify the top seven attributes or competencies that the job requires and structure the interview accordingly.
  4. People Skills - The hardest to determine, as well as the most important part of the process, is identifying the people skills a person bring to the job. Each applicant wears a "mask." A good interviewing and selecting process discovers who is behind that mask and determines if a match exists between the individual and the job. By understanding the applicant's personality style, values, and motivations, you are guaranteed to improve your hiring and selecting process.
  5. Process - The best interview follows a structured process. This doesn't mean the entire process is inflexible without spontaneity. What it means is, each applicant is asked the same questions and is scored with a consistent rating process. A structured approach helps avoid bias and gives all applicants a fair chance.

Hiring and retaining a great sales team isn't easy. We can help you with this all-important process.

Topics: Sales Consulting

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