Finding and identifying high effort sales people from within the available candidates is one of the most important parts of building a top performing sales team.
You know you can’t succeed without plenty of talent on your sales team. Extremely talented sales people who are ready to put in the effort required can be hard to come by; but once you find them, they’re invaluable to your organisation.
So what should you look for to predict sales performance?
At Self Management Group, we have over 35 years of experience and research into what it takes to be successful in a sales role. We use a simple equation to determine the suitability of a candidate:
TALENT X HABITS X FIT
1 TALENT
Can the candidate do the job?
When assessing a candidate’s talent, you should look at two distinct aspects:
1. Potential
We call a candidate’s potential their ‘DNA’. It’s the stuff you can’t train; the candidate either has the potential to be an effective sales person or they do not.
You must make sure your sales people have the right DNA to do the job. The biggest waste of resources is trying to train people who don’t have the potential to do the tasks you’re asking of them. Without the DNA, they won’t have the ability to learn the skills necessary for them to be effective.
A psychometric profile is your most useful tool for measuring a candidate’s DNA.
2. Training, Competencies, and Skills
この記事は thinksales の February - April 2017 版に掲載されています。
7 日間の Magzter GOLD 無料トライアルを開始して、何千もの厳選されたプレミアム ストーリー、9,000 以上の雑誌や新聞にアクセスしてください。
すでに購読者です ? サインイン
この記事は thinksales の February - April 2017 版に掲載されています。
7 日間の Magzter GOLD 無料トライアルを開始して、何千もの厳選されたプレミアム ストーリー、9,000 以上の雑誌や新聞にアクセスしてください。
すでに購読者です? サインイン
Getting Over Your Fear Of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.
10 Tips To Get Honest, Productive Feedback
Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.
The 5 Things All Great Salespeople Do
The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?
Why Trade Shows Are Worthy Of Your Marketing Budget
Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.
Why CRM Projects Fail And How To Make Them More Successful
CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.
Is Your Corporate Strategy Paying Off?
Key questions to determine if your strategy is working.
3 Ways to Improve Your Ability to Diagnose
Selling requires a strong ability to diagnose the client’s problems and challenges.
How To Create Compelling Content
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Build Up Your Resilience By Asking Yourself Two Simple Questions
You may surprise yourself and find good in the bad.
How Marketing Can Increase Customer Lifetime Value
Marketing can play a pivotal role in boosting customer profitability.
