Recruiting & Selection Tips SBOS Can Put To The Test – Part 1
By Bill Willard, Contributing Author
The Issue: For SBOs, Recruiting sales reps means finding people who can sell; Selection means inviting only the best to come aboard.
[Note: We’re talking outside sales here, not clerks roaming the isles or manning the cash register in a retail store…not that there’s anything wrong with that!]
What I Think: If and when you need to bring in outside sales reps to grow your business, CONGRATUALATIONS! But don’t grab just anyone who shows up and can fog a mirror. You want the best! In fact, as my clients in the financial services business will tell you, recruiting and selecting top sales performers has a direct, positive impact on your bottom line.
Success Factors: Sales reps can have different styles and personalities, and you’ll probably have to teach new hires about your company’s products and markets; but the most successful sales people all have some things in common. I call them “Success Factors:”
- Empathy - Genuinely liking to be with people, and showing it!
- Ego – A sales rep’s empathy helps develop prospects’ trust and confidence; but ego closes sales. You’ll know you’re talking to potential winners if their eyes glaze over if the subject drifts off themselves!
- Courage – The meek may inherit the earth, but few of them survive in sales. The most successful reps are risk-takers who’ll approach anyone at any time, and deflect rejection like water off a duck.
- Effort – A demonstrated capacity for hard work. The theory about working “smarter, not harder” can be dangerous. If you have a choice (and you do), look for people who work hard, smarter can come later.
- Ethics – Doing the right things for the right reasons, no matter what.
- Financial Achievement Drive – The need to measure one’s success (at least in part) in terms of income, net-worth or lifestyle.
- Entrepreneurial Drive – The desire to run a successful, profitable business. Sound familiar? I’d bet you fit the bill!
That sounds like a combination of John the Baptist and John Wayne! Once you identify people who have what it takes to succeed in sales, you can see if they’re well-suited for your business…in effect, identifying people who won’t shoot themselves in the foot in front of your customers.
What Do You Think? Your comments are welcome. Have you registered?
Bill Willard is a freelance writer in Clearwater FL. He has been a high-impact writer and editor for over 30 years. In addition to his byline pieces, Bill’s beat includes ghostwriting and editing for businesses of all types and sizes, professional practitioners and individuals, and he is a www.thefreestyleentrepreneur.com Contributing Author.
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