Hiring for Sales Positions

In this short article, I will attempt to distill what I have observed as a salesperson and a sales manager in hopes to create a "verifiable framework" to help others make good decisions when adding to their teams. While these qualities mainly pertains to "outside" sales, I think that there is plenty that applies to all sorts of selling environments.

What makes a great salesperson? Well, I guess it depends on who you ask. Some may say being an expert in the product and or service that is being sold while others may site the "gift of the gab". While being an expert and an effective communicator are both incredibly important, I think that they are really the "Super Chargers" that bolt up to an engine that is big and powerful to begin with.

The "Engine" as I see it is comprised of three main components. The first and most critical is a broad Network of potential (existing is even better) customers and others that know potential customers. This network must be built on trust. Think about how many time you have asked a trusted friend if they have a "guy" for (insert whatever product service you like). "Warm calls" will always yield better results that "cold calls" and it is remarkable how, more often than not, there is a way to make the cold call warm when you really look at your network.

Building (and maintaining) that network takes Rapport (thanks Stephen McGarvey) and Relationship skills. The great news is these are learnable skills. All you have to do is take a genuine interest in others and their best interests!!

The second component is a "Growth Mindset" as it pertains to life long learning and willingness give new ideas a fair shot. Let's face it, not every idea is a good idea but I think we have all tried something we thought would be terrible but ended up working out great (crow doesn't taste so bad if we learn something new and valuable!!).

The third and last component that I'd like to touch on is Credibility or "Follow-Through".

This seems like common sense but it is amazing how many times a commitment is made but seems to "fall off the radar". Maybe it was a promised report, a sample or even calling a "hot lead" (imagine that!!). Demonstrating credibility bolsters trust and trust strengthens networks. See where this is going?

There are lots of other things that contribute to success in sales. Should I say it??? Sure, I'll say it: LUCK. Nobody in this "forge your own destiny" culture wants to hear that but I can think of several occasions where a person just happened to have the "IT product and looked like a superstar. However, luck is fleeting and a solid Network, Growth Mindset & Credibility are the three elements of Career Capital that I am looking for when I hire!