Hiring a great sales team is a critical component of your growth and future success. When they’re winning, you’re winning! In addition, the key to winning is a sales team that can deliver results consistently. So, here’s my question:
Would you enthusiastically re-hire every person on your sales team?
If you’re like the many business leaders that I have worked with, the common answer is that some team members are not performing like you expected them to when you initially hired them.
Herein lies the biggest sales hiring mistake that even the best and brightest business leaders are making!
The mistake isn’t as much about the fact that you may have gotten sold during the interview process; the mistake is in what you were sold on.
I have worked in many different industries and within large Fortune 500 companies, as well as SBE’s, and the mistake is always the same: hiring based upon experience.
Most organizations report no better than a 50% success rate in terms of hiring top sales talent.
So why is it that most organizations report no better than a 50% success rate in terms of hiring top sales talent?
The answer is simple; it is because the single most important ingredient in determining consistent sales success is not experience.
The Secret Ingredient to Hiring Your Sales Team
Sales EXECUTION is the secret ingredient tohiring a great sales team.
An employee’s execution is the difference between sales people who sell you on their ability to produce and those who actually (and consistently) produce. As we all know, saying something and doing something are two entirely different things.
Let me share an example of vetting sales execution and using the process I’ve refined over the past 10+ years.
One of my clients put the system in play within his first 60 days as the new VP of Sales for a high- tech software company. Let’s call the company, “TechSoft.” (Not their real name.) There was a very specific type of sales person he was looking for.
TechSoft’s Sales Team – Wish List
Highly motivated to sell and make money
Strong Hunting/Prospecting skills and experience
Excellent consultative selling skills
Ability tosell value over price
Ability to reach the C-Suite and all decision makers
Quick learner
Ability to work under moderately high pressure
Proven ability to sell high-ticket conceptual solutions
Strong closing skills
The VP targeted some specific salespeople on LinkedIn and invited them into the process.
His first hire using the new strategy we designed together, was in February. The individual had no previous experience in the industry but did have experience in software sales.
Eleven months later, the new hire was awarded Salesperson of the Year (directly from the CEO). He had the most closed new business in the company. He sold 19 new projects in his first 10 months in the new job. The average sales cycle for the company was 3-6 months.
Clearly a successful hire, which came from using a system designed for success.
Over the next few months, the salesperson who had no previous experience in software sales continued to set records, far surpassing the company’s highest hopes.
So, let’s talk about how you can be certain you don’t make the mistake of hiring a sub-par producer.
There are FIVE key aspects you must vet during your hiring process. Download the guide below.
Jennifer has been known as a High-Producer Sales Expert since 2000 and is the founder of Accelerated Sales & Leadership and creator of The High-Producer Sales Playbook. She helps business owners and sales leaders who are tired of salespeople who don’t produce and who want to eliminate the headaches of mis-hires and create a consistently high-producing team.
Jeff Hines is a successful trusted Sales Executive with a passion to lead and win. He has excellent leadership skills in developing strategic high growth sales teams, delivered through strong, consistent mentoring, planning and motivational effectiveness.
Book a call to find out how Jeff can help your organization.
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Frequently Asked Questions
What are the key qualities to look for in a sales candidate?
The key qualities to look for in a sales candidate include strong communication skills, resilience, a proven track record of sales performance, adaptability, and a deep understanding of customer needs. These traits contribute to building high-performing sales teams.
How do you evaluate a sales candidates experience?
Evaluating a sales candidate's experience involves assessing their track record of sales performance, understanding their specific achievements, and analyzing how they executed sales strategies in previous roles to ensure they align with your organization's goals.
How do you identify top sales talent in an interview?
Identifying top sales talent in an interview involves assessing candidates' past performance and their ability to execute sales strategies effectively. Focus on behavioral questions that reveal their problem-solving skills, adaptability, and track record of achieving sales goals.
What is the ideal salesperson personality type?
The ideal salesperson personality type is characterized by resilience, strong communication skills, and a genuine ability to connect with others. They are proactive problem solvers who thrive in dynamic environments and can adapt to various customer needs.
What are the most important sales skills for success?
The most important sales skills for success include effective communication, active listening, adaptability, and strong negotiation abilities. Mastering these skills enables sales professionals to connect with clients, understand their needs, and close deals successfully.
What are the most common mistakes in hiring salespeople?
The most common mistakes in hiring salespeople include prioritizing experience over proven sales execution, neglecting cultural fit, and failing to assess consistent performance metrics. These pitfalls can lead to poor hiring decisions and underperforming sales teams.
What are the best interview questions for sales positions?
The best interview questions for sales positions focus on assessing candidates' sales execution and problem-solving abilities. Effective questions include scenarios to evaluate their approach to overcoming objections, closing deals, and building customer relationships.
What are the best ways to recruit sales talent?
The best ways to recruit sales talent include leveraging targeted job postings, utilizing employee referrals, assessing candidates based on performance metrics rather than experience, and implementing a structured interview process to evaluate sales skills effectively.
What traits indicate strong sales potential?
The traits that indicate strong sales potential include resilience, effective communication skills, a results-oriented mindset, adaptability, and a strong ability to build relationships. These characteristics contribute to consistent performance in sales roles.
How can intuition aid in sales hiring?
Intuition can significantly aid in sales hiring by allowing hiring managers to gauge candidates' potential beyond their resumes. It helps identify traits like adaptability and resilience, which are crucial for sales success, leading to more informed hiring decisions.
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Frequently Asked Questions
Can sales training institutes help entrepreneurs too?
Sales training institutes can indeed assist entrepreneurs. They provide tailored strategies and skills that enhance sales effectiveness, helping entrepreneurs to drive growth and achieve their business goals.
What is the primary focus of a leadership institute?
The primary focus of a leadership institute is to develop and enhance the skills of current and aspiring leaders through targeted training, coaching, and consulting, ultimately fostering effective leadership practices that drive organizational success.
Can a leadership institute help me get a job?
A leadership institute can enhance your employability by equipping you with essential skills, strategies, and insights that employers seek, ultimately making you a more attractive candidate in the job market.
How do I know if a leadership institute is reputable?
The reputation of a leadership institute can be assessed by checking their accreditation, client testimonials, success stories, and the experience of their trainers. Researching their methodologies and program outcomes also provides valuable insight into their credibility.
What programs does a leadership institute offer?
The programs offered by a leadership institute typically include leadership training, sales performance enhancement, team development workshops, and consulting services aimed at improving organizational effectiveness and preventing mis-hires.
Do sales training institutes offer certification programs?
Sales training institutes typically offer certification programs. These programs are designed to validate the skills and knowledge acquired through training, thereby enhancing the credibility of sales professionals in the industry.
What is the role of a sales training institute in business development?
The role of a sales training institute in business development is to enhance sales team capabilities through targeted training, strategies, and consulting, ultimately driving improved performance, increased revenue, and sustainable growth for the organization.
How long does a sales training institute program typically last?
Sales training institute programs typically last anywhere from a few days to several weeks, depending on the depth and focus of the training. Flexible options are available to suit the needs of various sales teams.
What kind of sales training methods do institutes use?
Sales training methods used by institutes include hands-on workshops, role-playing scenarios, e-learning modules, and tailored coaching sessions, all designed to enhance skills and boost performance in diverse sales environments.
What leadership skills are taught at an institute?
The leadership skills taught at an institute include effective communication, strategic thinking, team building, conflict resolution, and decision-making, all aimed at empowering leaders to drive sales performance and nurture high-performing teams.
What is the role of a leadership institute in society?
The role of a leadership institute in society is to develop effective leaders by providing training, resources, and strategies that enhance leadership skills, foster innovation, and drive organizational success.
Do sales training institutes provide job placement assistance?
Sales training institutes may offer job placement assistance as a part of their services. However, this varies by institution, so it's essential to check with each organization for specific support programs available.
How does a sales training institute improve sales skills?
A sales training institute improves sales skills by providing targeted training programs that identify gaps, enhance techniques, and develop effective strategies, ultimately empowering teams to boost performance and achieve sustainable sales growth.
How does a leadership institute foster teamwork?
A leadership institute fosters teamwork by implementing structured training programs that enhance communication, collaboration, and trust among team members, empowering them to work cohesively towards common goals and effectively tackle challenges together.
How does a leadership institute measure success?
A leadership institute measures success through the assessment of participant performance improvements, client satisfaction ratings, and the achievement of specific organizational goals post-training. These metrics help evaluate the effectiveness of their programs and the growth of leadership capabilities.
How do leadership institutes support career transitions?
Leadership institutes support career transitions by offering tailored training programs, personalized coaching, and strategic guidance to help individuals enhance their skills, build confidence, and navigate new roles effectively.
What certifications are available from sales training institutes?
Sales training institutes offer various certifications, including Certified Sales Professional (CSP), Sales Management Certification, and Business Development Certification, designed to enhance skills and validate expertise in sales strategies and leadership.
What are the benefits of leadership programs?
The benefits of leadership programs are substantial, as they enhance team collaboration, improve decision-making skills, foster employee engagement, and equip leaders with the tools needed to drive organizational success and navigate challenges effectively.
How can I evaluate sales training effectiveness?
Evaluating sales training effectiveness involves measuring improvements in sales performance, assessing participant feedback, and analyzing key metrics such as conversion rates. Regular follow-ups and comparing pre-training and post-training results also provide valuable insights into training outcomes.
What networking opportunities do leadership institutes provide?
Leadership institutes provide valuable networking opportunities through workshops, seminars, and conferences, enabling participants to connect with industry leaders, peers, and potential mentors, fostering relationships that can enhance collaboration and professional growth.
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