Are you hiring the right salespeople?
Are you hiring the right salespeople?
Since the meltdown of 2000-2001 the world has become a very competitive place. Salespeople who came up in the 1990s are used to showing up and throwing up. If they had a competitive product and could deliver, they got their share of the business. Unfortunately, it’s not that easy anymore. Salespeople today need to be hunters. Skills most interviewees profess to have, but are often non-existent once hired. Remember this; salespeople know how to sell themselves. Often the best presentation they’ll ever make for you is the one that got them the job.
So the question you’re probably asking is, “How do I find hunters?" And the answer is not that complicated. Hunters have certain skill sets and behaviors that can be measured. When the right series of questions are asked in a controlled environment the correct answers that define a hunter will come out. These questions are contained in a new hire sales assessment from the Devine Inventory.
What is the Devine Inventory? Rather than going into a long elaborate description of their company and its history, you'll learn more by taking a look at their evaluations. Developed in conjunction with the Sandler Sales Institute, they're designed to help you hire the right salespeople, those individuals that will make a major impact on your revenues. Those salespeople that can sell and will sell.
Are you hiring the right salespeople - To learn more about this author, visit Michael Luckman's Website.
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I'm sure you don't believe that number, but it's true. Hiring a bad salesperson costs the average company between $400k and $800k. Look at it this way. We usually know we've made a bad hire somewhere between the fourth and sixth month. By the time we decide to replace this person, we are somewhere between the ninth and twelfth month. Now add up their salary, benefits and expenses. Nowhere near $800k is it? But don't forget to add in all the sales and profits you didn't get that went somewhere. The business that went to your competition. The business you'll probably never see.
Since the meltdown of 2000-2001 the world has become a very competitive place. Salespeople who came up in the 1990s are used to showing up and throwing up. If they had a competitive product and could deliver, they got their share of the business. Unfortunately, it’s not that easy anymore. Salespeople today need to be hunters. Skills most interviewees profess to have, but are often non-existent once hired. Remember this; salespeople know how to sell themselves. Often the best presentation they’ll ever make for you is the one that got them the job.
So the question you’re probably asking is, “How do I find hunters?" And the answer is not that complicated. Hunters have certain skill sets and behaviors that can be measured. When the right series of questions are asked in a controlled environment the correct answers that define a hunter will come out. These questions are contained in a new hire sales assessment from the Devine Inventory.
What is the Devine Inventory? Rather than going into a long elaborate description of their company and its history, you'll learn more by taking a look at their evaluations. Developed in conjunction with the Sandler Sales Institute, they're designed to help you hire the right salespeople, those individuals that will make a major impact on your revenues. Those salespeople that can sell and will sell.
Are you hiring the right salespeople - To learn more about this author, visit Michael Luckman's Website.
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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 |
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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 |
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