Recruiting sales people is the trickiest part of your company.
Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people who think they can sell and are certainly interested and willing because sales people earn such good money, have flexible working hours and all the benefits of being in the sales department, amounts to a huge level of interest. There’s a larger level of interest than the people who are capable of doing it.
How do you work that out?
Traditionally, we’ve been doing it with resume. Resumes are incredibly flawed as recruitment tools. They talk about the past. They are full of historical facts or historical fictions sometimes. They’ve been edited somewhat but regardless of whether its fact or fiction, it’s about the past and where that has been and what they claim to have done for themselves. It’s totally impossible for you to prove any of it. It doesn’t tell you what they are capable of doing for you. It doesn’t show you the feat between their history and their abilities and your job.
What we do in the Sales Recruitment Process is identify people’s ability to sell and their ability to sell is based on 75 different attributes so impossible for them to articulate that document. We, however, have a sales IQ process that will identify all of that in 30 minutes of their time online before you meet them. Don’t rely on what they say about themselves. Allow us to measure their current ability which is core to their capacity regardless of whether they have already started to learn the skills and have had some experience.
Learning skills and having experience is important, but even how small a population can actually sell, you sometimes don’t have the luxury of recruiting just within the pool of people who have already done your job for another company.
Find out who can sell and whether or not they are sufficient of those attributes before you interview them, not by reading their resumes but by allowing them to do the sales inventory profile assessment.
You can contact us, Corporate Coach Australia, on the details provided below and allow us to help you recruit people who really can sell.
Call Maya on 0407 005 290 or send her a message on Facebook.
Next in the series: How to Build Trust – watch it here.