How to Hire Successful Sales Reps
How to Hire Successful Sales Reps
Even with all that, however, many sales managers still haven't found a way to identify who will actually perform well and work hard, versus who will merely show up, take up space and drive up costs by sending out brochures, running up phone bills, squandering leads etc. “How can you tell?” They ask me.
Well I've got good news for you. There is one technique that I've used successfully for years that will immediately separate who is for real and who's not. It doesn't require any special tests, it can be done on the first interview, and it will always tell you what kind of sales rep you’ve got in front of you. Here's what you do:
During the course of the interview simply describe the service or product you're selling, and ask them if they think they would do well selling it. Almost all that will say, “Oh, of course!" (Those who don't dismiss immediately!)
After that, tell them you want to get an idea of how they would handle some of the common objections you get this sale, and then give them three or four objections (one at a time, of course) and let them respond to them. That's it!
Several things happen here -- all of which accurately reveal what kind of sales rep you're dealing with. They usually fallen into three categories:
The “A” Players -- The top reps or sales reps who are well-trained and confident, will handle each objection with a recognizable rebuttal, and the really good ones will even ask for the sale at the end. You will instantly know who they are. You hire these reps right away.
The “B” Players -- This group of sales reps will also answer the objections, but their responses will be less polished. With this group the lack of any formal training will show through, and you will be faced with the decision of whom you think can or can’t be trained. Part of this group will be uncomfortable with the objections and you will be able to tell that they probably never will be comfortable with them. Your choice of who to hire from this group should be pretty clear.
The “C: Players -- A common response from this group will be something like this: “Well, I really don't know your product so I really wouldn't be able to answer these objections." What they're really saying, of course, is that they have no idea how to respond to an objection, they have no confidence, and the reason they are here looking for a job will be glaringly clear to both of you. You pass on this group altogether.
Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe.
You will know instantly if you're dealing with a real closer or someone who is just going to fill a chair. Happy hiring!
How to Hire Successful Sales Reps - To learn more about this author, visit Mike Brooks's Website.
Like this article? Share it with your friends
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even spring for some high priced fancy sales aptitude matrix tests.
Even with all that, however, many sales managers still haven't found a way to identify who will actually perform well and work hard, versus who will merely show up, take up space and drive up costs by sending out brochures, running up phone bills, squandering leads etc. “How can you tell?” They ask me.
Well I've got good news for you. There is one technique that I've used successfully for years that will immediately separate who is for real and who's not. It doesn't require any special tests, it can be done on the first interview, and it will always tell you what kind of sales rep you’ve got in front of you. Here's what you do:
During the course of the interview simply describe the service or product you're selling, and ask them if they think they would do well selling it. Almost all that will say, “Oh, of course!" (Those who don't dismiss immediately!)
After that, tell them you want to get an idea of how they would handle some of the common objections you get this sale, and then give them three or four objections (one at a time, of course) and let them respond to them. That's it!
Several things happen here -- all of which accurately reveal what kind of sales rep you're dealing with. They usually fallen into three categories:
The “A” Players -- The top reps or sales reps who are well-trained and confident, will handle each objection with a recognizable rebuttal, and the really good ones will even ask for the sale at the end. You will instantly know who they are. You hire these reps right away.
The “B” Players -- This group of sales reps will also answer the objections, but their responses will be less polished. With this group the lack of any formal training will show through, and you will be faced with the decision of whom you think can or can’t be trained. Part of this group will be uncomfortable with the objections and you will be able to tell that they probably never will be comfortable with them. Your choice of who to hire from this group should be pretty clear.
The “C: Players -- A common response from this group will be something like this: “Well, I really don't know your product so I really wouldn't be able to answer these objections." What they're really saying, of course, is that they have no idea how to respond to an objection, they have no confidence, and the reason they are here looking for a job will be glaringly clear to both of you. You pass on this group altogether.
Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe.
You will know instantly if you're dealing with a real closer or someone who is just going to fill a chair. Happy hiring!
How to Hire Successful Sales Reps - To learn more about this author, visit Mike Brooks's Website.
Like this article? Share it with your friends
| |||
 |
No article feedback found. | ||
|
Leave Your Feedback | ||
|
|||
 Should You Train Unmotivated Sales Reps?
| |||
| I have been consulting with a lot of sales managers and business owners who need and want sales training, but they are concerned that the training might be wasted on some of their sales reps (sometimes as much as on... |
|||
|
How to Hire Successful Sales Reps
| |||
| Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. Well, here's what they are missing, and what you need... |
|||
|
Developing an Outside Sales Force
| |||
| By developing and managing your sales process you can more accurately forecast sales, pinpoint problems in the sales process and fix them, gain a better understanding of how your customers use your products, what ch... |
|||
|
Sales Training for Entry Level Sales Representatives
| |||
| Sales training for entry level sales representatives will refine the basic sales techniques of your entry level sales staff and advance their sales skills with the growing interest of the company. Sales training f... |
|||
|
Communication Breakdowns
| |||
| Communication on sales team can break down in many ways, sometimes with disastrous results. Sales managers set the tone and the expectations around the frequency and quality of communication. There are many ways you... |
|||
| |||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. - Visit Jeff Foster's Website |
|||
Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
 Mike Brooks (Visit Mike's Website) Mike Brooks is president of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm that teaches companies and sales reps how to become Top 20% producers. Author of, "The Real Secrets of the Top 20%" (Amazon.com), Mike is hired by sales excutives to teach and train their reps how to reach decision makers and close more business. If you do business over the phone, either setting appointments or closing sales, then call Mr. Inside Sales today: (818) 999-0869! Mike specializes in working with business owners who have under performing outbound or inbound inside sales teams either business-to-business or business to consumer. He offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. If you want to close business like a Top 20% Producer, then learn how at: www.MrInside Sales.com If you found this article helpful, then you will love Mike’s new book: “The REAL Secrets of the Top 20% - How To Double Your Income Selling Over the Phone.” You can read about this by clicking here: www.mrinsidesales.com/bookmar keting.htm
|  |
 |
|
|
 |
|
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
 |
 | ||
 |
||
 |
||
 |
||
|
| ||
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 |
 Business / Personal Plan Free SEO Report CAN-Spam Checklist Strategic Planning Guide High Quality Sales Leads |
|
 | ||
 |
Top Social Business Blogs
Top Social Entrepreneur Blogs | |
 |
Top 50 HR Blogs 2009
Top 50 HR Blogs 2009 | |
| ||
 |
|
|
|
|
||||||||||||||||||||||||
 |
|
|
||||||||||||
