Hiring for Sales - First Steps
You can perhaps train and coach salespersons on many aspects. But, while hiring salespersons - you may want to make sure that they have the following characteristics :
It is a lesser need for your salesperson to reel out text-booky terms & catchy phrases... a strong ability to connect with people / prospective customers and to help them in buying is essential... your salesperson doesn't give the best when thinking that he/she always needs external levers to make the case and does not know how to use his/her own abilities to help the customer in going to the next stage of buying.
How can you assess if the salesperson can handle grey areas of decision making, mixed signals and options which don't give full visibility? That's precisely the everyday situation with a salesperson and requirement in every prospect scenario.
Look for a salesperson who will infuse energy / enthusiasm into their representation - internally & externally. Whether you have a good sales season or a lean period of sales, is the person a good friend in the team?
We will look at other aspects of Desire & Demeanor / Comportment in the next one!
SBS Dimensions - India