Implement This Proven 7-Step Process to Hire Sales Winners Over 90% of the Time
Friday, 5 December 2008 | Tuck Mixon
By Tuck Mixon
Hiring top sales people is tough. Because the chance of hiring a top, "A" player sales rep is less than 25%, many companies keep their marginal, "C" player reps. These weak sales people cannot win the customers you really want; if your company keeps its weak salespeople, those C players likely cost you millions in lost sales and tons of aggravation.
If you cannot consistently hire top sales people that are a fit for your company, you also suffer from high sales person turnover. And according to the Wall Street Journal, this turnover costs $150,000 per sales person on average. Here is the good news: you can fix these problems when you implement a proven process for hiring top sales people.
Here is a proven 7-step process for hiring top sales people:
Assess Before The Interview
If you read the proven seven-step process closely, you noticed that the assessment occurs before the interview . You may be thinking this process would be too expensive or would not get you enough candidates. Fortunately, assessing before interviewing is actually less expensive, you can get up to 50% more qualified candidates, and you are EEOC compliant. See the criteria for selecting an assessment.
Criteria for Selecting an Assessment
This proven salesperson hiring process solves the problems of the typical process, and it depends on a good assessment to screen candidates. Here are some criteria for selecting an assessment:
In Part One ( Frustrated With Sales Hiring Results? Why Your Salesperson Hiring Process is Part of the Problem) of this Two Part series, we looked at why hiring effective salespeople is important and why the typical sales person hiring process produces poor results. In this article (Part Two) we looked at a proven seven-step process for hiring top salespeople.
Stop Hiring Sales Duds - Act Now
If you do not have a consistent sales hiring process that gets you top sales people, your business is suffering. Your weaker sales people lose to better salespeople. You have to discount to win. You have trouble getting the bigger, better, more profitable customers. Your business is not growing like you know it should.
How do I know? I've been there. I've been through the frustration and the aggravation that the wrong sales hires cause. I've lost business I know we should have won.
The good news is this: we do not have to wonder whether a sales candidate will sell for us. We can know if a sales candidate WILL SELL for us or not. We can attract and hire top sales people consistently, and we can help them be successful quickly. We can survive a tough economy; in fact, with top salespeople, we can gain market share and thrive.
Imagine your company with top sales people. You now win the bigger, better, more profitable customers. You are not only surviving, you are thriving. If you like this picture for your business, find out how to implement a proven sales hiring process in your business. You have options:
1. Go to Hiring Sales People to learn more. There, you can request our special report, How to Hire Top Salespeople.
2. Calclate the Cost of your Sales Hiring mistakes using our Free Sales Hiring Mistake Calculator.
About the Author
Tuck Mixon runs Trinity Marketing Systems. Tuck works with CEOs, VPs, and business owners, and his mission is to deliver 10 to 100 times the value his clients invest.