Selecting the right people is one of the biggest challenges that business owners face. The process of hiring can be especially challenging when it comes to sales. This is why I am here to help. As a business coach, I have years of experience in this field and I understand the importance of making the right choice when it comes to hiring salespeople.
In this blog, I will be sharing my expertise and providing you with the knowledge you need to make the best decisions for your business. Whether you are a seasoned business owner or just starting, this guide will help you navigate the process of selecting the right people for your sales team.
First, let’s talk about why it’s so important to make the right hiring decision. There are several reasons why choosing the wrong person can be detrimental to your business. To begin with, it can take a few months to realize that you have made a mistake. During this time, you may be carrying on with the wrong person until you can find a suitable replacement. This means that you are losing valuable time and resources.
In addition to this, terminating an employee can also harm your team’s morale. And perhaps most damaging of all, your reputation as an employer can become tarnished, which can make it more difficult to attract good people in the future.
So how can you avoid making these mistakes? The first step is to make a detailed document of the role of the salesperson in your business. This document should include 7-to-10 line items that describe the specific responsibilities of the salesperson. If you are hiring a Sales Manager, then you should include leadership roles such as training and supervising your sales team.
Read More: How to Boost Sales of a Business with the Perfect Business Coach?
Once you have documented the role, you should then reflect on each item and list the capabilities that are required under three headings: skills, experience and knowledge, and attitudes. This list should be indicative and you can add or delete items to make it more suitable for your business.
For example, the skills required for a salesperson might include excellent spoken communication in the relevant language or community, writing skills, the ability to maintain and create customer relationships, and basic numerical skills. If you are hiring a Sales Manager, then you should also include leadership skills such as goal setting and motivating your team.
In terms of experience and knowledge, you may require a degree in engineering and 6-8 years of experience in selling high-value items. You may also require a basic understanding of costing and legal concepts related to biddings, such as validity and warranty.
Attitudes are just as important as skills and experience. You may want a salesperson who is customer-oriented, flexible to travel, flexible with their time, and flexible in their approach to dealing with different ages, cultures, and positions.
Once you have documented the role, skills, experience, and attitudes required, you can then start looking for CVs in the market. Before starting the interview, you should read each CV carefully and make a list of questions that you will ask to check each of the requirements.
For example, to check the ability to maintain relationships, you can ask the candidate to provide details of customers they have been in touch with for the last 3-4 years and are on personal terms with. To check a customer-oriented attitude, you could ask the candidate to give an example of a time when they had to fight with their superior to help a customer. To check for a flexible attitude, you could ask about the candidate’s travel, hobbies, friends, and social life.
To conclude, it’s crucial to avoid making wrong selections as they can have far-reaching and often catastrophic consequences. The selection process should be approached with utmost care and rigour, starting with clearly defining the role, followed by identifying the required skills, experience, and attitude to successfully fulfil that role. In this video, we have focused on sales roles, but the principles outlined can be adapted to suit the specific requirements of your business.
As a business owner, if you have found this video helpful, please reach out to us and we will be happy to provide you with a customized template based on the principles discussed in the video. This template will serve as a guide to help you streamline your selection process and make the right choices for your business. While incorrect selections can be costly, the right ones can bring about tremendous rewards. It’s therefore important to invest time and energy in making the right choices.
