Recruiting Sales Stars

How much more of your time and money will you invest on sales hires you’re not sure can and will sell for you, quickly and consistently?

Problem: Lack of Success Hiring Sales Staff

Nature of Problem

When the time is necessary to add or replace salespeople, a process does not exist to determine whether a candidate can or will sell.

Implications

It will continue to be an expensive guessing game trying to find sales people and can and will sell because of the time and money that goes into training new sales hires.

If you have a sales team, it is likely that a significant amount of your money is spent on resources within the company doing estimates and quotes for business that never really had the chance of closing. This may have resulted in lost time and the company not using its available resources very efficiently. The potential here can be enormous and falls hand in hand with having a sales team that can deliver the excellence that is prevalent in other divisions of your company.

• A complete profiling of the position that will define the most important characteristics of candidates to give the best possibility of success
• The development of an affective advertisement to attract quality candidates from the profile. I will write, test, place and promote the advertisements.
• Use of the most powerful sales candidate assessment tool to test all candidates for sales skills and motivation. The assessment will determine if the candidates have the necessary motivation and positive outlook to maximize their chance for success. In addition, it will filter out inferior candidates who possess negative sales scripts (such as a bad buy cycle) that greatly decreases the candidates chances of success. In addition, the assessments deliver a complete reports of the candidates who are selected for employment as a record of their weaknesses for the purposes of management.
• A phone screen process to make sure the candidates possess the necessary phone skills, confidence and presence to call on and have meaningful business related conversations with decision makers.
• Conduct the interview process to make sure the candidate can handle pressure sales situations as well as preparing the candidates to make the decision to accept an offer.

A Reliable and Consistent Sales Team

Every division and department of your company should operate smoothly and efficiently … including sales. It should be your goal to have a sales department that produces a reliable and consistent source of new and growing revenue, year in and year out, that does not require your direct attention.

A Reliable and Consistent Sales Recruitment and Training Process

It is no longer acceptable to guess if a salesperson will actually be able to sell for you or not, regardless of how great their resume looks or how well they personally connect to you in an interview. You want to be able to know that the sales candidate you are interviewing has the skills so they can sell what you’re selling and the motivation so they will sell what you’re selling. You want and need to know a reliable and repeatable sales recruitment process that weeds out non-performers even before you interview them.

Also, attrition happens. If/when you lose a star sales representative, you want to know that a process is underway to get a replacement on the ground and running is as little time as possible.

Problem: Ineffective Sales Operations

Nature of Problem

The current sales operations, defined as the combination of sales management and the sales team working together, is not effective and efficient like other divisions of the company. Sales is a guessing game.

Implications

Sales within your company will continue to be a guessing game and growth will be hampered by how many salespeople you can go through until you get lucky with one that will produce in your system.

Problem: Lack of Results from Current Sales Team

Nature of Problem

The current sales team has several non-producers that do not close enough business to justify employment. A question remains for what to do with them.

Implications

The company will continue to lose money supporting non-producers, not to mention the lost opportunities and the negative effect of the company brand in the market.

To get help, contact me now…