A great discussion on Linked In today prompted this post, here is my answer to the question

The short answer "are salespeople growing stale NO, are customers frustrated YES.

Here's why...
Business people want to work with other business people. I am proud to be a sales person but I am successful because of what I know about business; generally my overall business acumen and specifically my client's business.

Sales people are churned out now at a disgusting rate with such a small percentage surviving. Management has some responsibility here but let's face it the ultimate responsibility lays at he door of the individual. Most seek the EASIEST way to success, few are willing to do what it takes, REALLY TAKE!

So are salespeople growing stale NO, they are growing lazy. Are customers frustrated YES they want somebody who "sits on their side of the table" and is not just worried with features and benefits. If you are not a life long student of business and its practices and you don't put in the time to learn about your customer's business well "Vaya Con Huevos" Go with Eggs cuz nobody else will!

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"Between stimulus and response there is always choice"
Victor Frankl

3)The offer meeting needs to be exploratory and definitive in nature. Let the candidate read any prepared documents and ask if they have any questions, concerns or problems.

4)Either answer questions then make the offer or if there are no questions roll into the offer.

5)Explain in as much detail as you can and answer any questions they may have.

6)At this point you either have a hire, "I have to think about it" or NO! Regardless of the answer make sure you have a definitive followup or logical conclusion to the hiring process.

6A) Hire: Schedule their start date and everything you expect out them before, during and after their first day.

6B)"I Have to think about it": This is a perfectly acceptable answer, just make sure you have a definitive call time to followup.

6C) NO: Ask their reasons and either thank them for their time or make a fight for them.

7) Regardless of the outcome start the hiring process over again because hiring is an all the time thing. You ALWAYS, ALWAYS, ALWAYS, ALWAYS want to have an "Ongoing Bench". Never be put in the situation that you are a rep down. Why would you want to lose that revenue? Especially because it was just you being lazy and sitting on your as... I mean resting on your laurels.

Alright, that concludes "Hiring A Sales Superstar" now what comes next? Well once you have a new hire they need to hit the ground running. How do you do that? It is called P.O.D. Productive Orientation and Development tune into my next post and we will start the discussion.

And remember you can either make sales or make excuses but you can't do both!

Labels: a-players a-players hiring interviewing sales superstars staffing hiring interviewing sales superstars staffing, human resources, interview questions, interviewing sales superstars

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