Let us create a 3d Digital eBook for you! DigyCat.com
6 Common Mistakes in the Sales Hiring Process
Is lack of sales results, more sales training costs, months ofunearned salary and damage to your company's image orreputation your company's method of NOT finding goodsalespeople? For most companies it is!
The "trial and error" method of hiring salespeople is verycostly to a business. Without a viable way to hire qualitysales people everyone in the same organization is negativelyaffected. Without revenues there often are not adequate humanand financial resources to best service customers or grow thebusiness.
"Sales" Pays the Bills
If you're a seasoned business owner or a manager of a business,you learn that sales fixes most business problems ? in otherwords, when sales revenues are strong, you can more afford tomake business mistakes or throw more money at any number ofbusiness problems. However, when sales are down you cannotafford any level of unnecessary incremental cost.
Zig Ziglar, the famous sales trainer, once said, "Sales peopleare really the only people in business who pay the bills!" Forvital, revenue generating positions like sales, businessescannot afford a trial and error method of finding qualitysales personnel.
Show Me the Way!
Hiring quality employees has always been a major challenge forany business owner or manager. Hiring mistakes are common nomatter the business function and most are directly attributedto six fundamental hiring mistakes:
1) Assuming the hiring manager knows how to qualify people
Being able to effectively interview and qualify people, likeany other skill is not an innate talent. Some people arebetter than others at assessing hire candidate's potential. Asa hiring manager you must seek others perspectives ofcandidates and establish an interview team for each openposition, than collectively discuss each candidate for optimumresults.
2) Not defining EXACTLY what you are looking for in a new hire
The adage: "If you don't know what you want you'll never getit" applies in hiring salespeople. When you establish aninterview team, document a comprehensive job description withduties and responsibilities clearly defined for each interviewteam member. Be sure to list desirable talents, skills andareas of knowledge. If you want multiple perspectives oncandidate traits or experiences, have each person focus on alimited number of desired skill sets.
3) Assuming specific business functions know how to hire "like"
Do sales people best know how to hire other sales people? Notnecessarily! Just because someone is capable in a specific jobfunction does not mean they know how to hire people with thesame level of talent.
4) Over emphasizing a hire candidate's personality or "looks"
This one is obvious, but, one of the most common hiringmistakes.
5) Not effectively checking previous employment references
If you consistently miss critical insights into a salesperson'scapabilities, motivations or character prior to hire, it isgenerally because you chose not to or did not effectivelyinvestigate a candidate's previous employment history. Giventhe potential cost of a poor hiring mistake, it makesfinancial sense to spend a nominal amount of money and have aprofessional check out a candidate's references.
6) Hiring in your own likeness
Everyone likes to hire people who either have their same;background, education, philosophies, interests, motivations orfriends, but, more often than not, this is a major mistake.Sales team diversity is critical to long term sales success.
If your organization can establish an effective program toevaluate potential new sales personnel on a probationary basisyou can also significantly reduce your hire risks. Establish alegal document whereby the candidate and your company mutuallyagree to a 4 to 6 month "mutual evaluation period". Defineupfront all position performance metrics for the candidate anda clear financial remuneration to be paid if they do not meetthe performance thresholds. Be sure this agreement is writtenby a qualified attorney. If the "honeymoon" is wonderful,there is a good chance the marriage is going to be a success!
Organizations have a shared responsibility to hire the bestselling talent possible. Whether you seek experienced salespeople or "rookies" with just energy and attitude, adisciplined approach to PRE-qualifying tomorrow's salessuperstar is paramount. If you cannot find quality salespeople, don't compromise!
About the Author:
Mark Smock is President of http://www.business-buyer-directory.com,the FIRST International business buyer directory of its kind.Business Buyer Directory provides a non-traditional means forproactive business buyers to locate businesses for saleworldwide that meet their exact registered purchase criteria.
Sales Management - Google News
T. L. S. Part I: Tier Level Selling - A Penetration Strategy
A number of sales "Gurus" have promoted the theory that states, "concentrating strictly on your top level premier accounts (some even quantify that by stating your top twenty) will provide you with as much growth and profit as you can possibly handle." This is often stated regardless of individual and corporate strategic initiatives.
Five Steps to Maximize Success in Targeting For Growth
Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.
Sales Competence Isn't About Quota Performance!
Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency - A salesperson's quota is usually determined by management.
Commodity Sales Prospecting - How to Stand Out From Your Competitors
I have received a number of requests for advice from salespeople and sales managers that sell "commodity" products and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated orange juice.
Sales Plan? Whats a Sales Plan?
In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details.
Back-to-School List - 10 Tips for Trade Shows
There's a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, it's always hectic to get into the back-to-school routine.
Beyond the Golden Rule
There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people.
It's Time For A Sales Management Revolution
Are you dog tired because of the way you manage your sales team? Many managers tell me that they cannot see a way out of traditional sales management methods that keep them working like dogs, including focusing strictly on revenue goals, staying late, traveling up to three weeks a month, tightly controlling teams, and constantly reacting to emergencies. There has to be a better way.
The Benefits of Catalog Sales For Your Business
Things to watch out for when selling your product in catalogs.Giving away the farm.
Are Your Business Proposals Losing You Sales? 10 Steps to Get the "Yes" You Deserve
Your ability to write an effective and persuasive business proposal directly relates to your level of success. Write a great proposal and you'll get the contract or make the sale.
Small Business Marketing: Overtaking Your Competitors
Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile.
Ten Awesome Ways To Incease Your Sales In Holidays
Everybody thinks that the businesses will slow down a bit in holiday seasons. Ofcourse everybody thinks that people don't want to start new ventures in holidays too.
Promoting Your Private Label at Industry Trade Shows
So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab.
As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety.
We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success
Bill Borders stepped up onto the podium. He had just been introduced as the new Vice President of Sales for Kiechler Building Supplies.
Rotten to the Core: The Story of How the Best and Brightest can be Ruined
The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering preferential treatment, money, privileges, promotions, verbal praise, or complements.
Finding A Sales Force That Pays For Itself
The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales.
The Achilles Heel of Management Coaching
While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance.
Increase Retail Sales With Meetups
I recently attended the monthly Italian language Meetup here in Little Rock. Meetups are informal social gatherings of people with similar interests in a particular topic.
The Product or the Sale
This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services?In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace.
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us
© www.List4Sale.biz 2012