Hiring a motivated, driven, likeable, and experienced salesperson who is the right fit is not an easy task. Follow the steps below to find the right salesperson for your business.
The best place to find people with those traits? Your immediate network.”
“There is a common misconception that the output of the hiring process is the identification of a great salesperson. It’s not. The output is a salesperson with the potential to be great in a specific sales role for the company. That potential is only recognized when a bridge program is put in place that connects the salesperson’s knowledge and skills with proficiency in the role.
Most executives begin the sales onboarding development project by inviting a bunch of colleagues to a meeting where the discussion focuses on one question: “What are we going to include in the program?” In other words, they start the initiative by considering curriculum. The two issues with that approach are: 1) Curriculum can be added for an eternity; and 2)There’s no way to gauge if the program serves its purpose.
The best place to start is at the finish line – by identifying expectations. Imagine you had a salesperson who is described as having successfully completed the onboarding program. What are those expectations?