The most effective way of finding
super salespeople often revolves around word-of-mouth recommendations or
introductions rather than looking at a stack of online resumes. Who should you
talk to in order to get things rolling?
Ask your employees
Ask your clients
Ask your suppliers
Tell everyone you know that you’re seeking a strong salesperson with
Ask your employees: Offer them a reward for
referrals of super sales staff if you then take them on board
Your Clients: Who better to let you
know who they think is doing a great job at landing sales in your vertical?
Suppliers: these are a great source
of referrals because they do not want you to fail in the market!
Advertising: If your word of mouth
search doesn’t pan out advertising is often your next step.
When you place your ad you want it to be where your target audience is
looking. Placing an ad on LinkedIn, Zip Recruiter, Indeed, Glassdoor or any
other requires you to be very clear about the person you’re seeking. Do your
homework and place an ad that will not only garner the appropriate attention
but also hone in on the skills, experience and potential aptitude your current
sales teams exude.
Don’t forget rule #2 – don’t hire a new salesperson unless they lift the
average of your entire team.
Always pre-qualify your candidates on the phone. If someone can’t sell
you on giving them an interview on that phone call, then ignore all of their
experience and background and “Just Say No.”
Next time we will dive into more hiring rules to ensure your
sales team is the best possible.
David is a Director at Sentia, a next generation sales enablement technology company. Dave’s passion for helping people with their sales, marketing, business strategy, startup growth and strategic planning has taken him across the globe and spans numerous industries. You can follow him on Twitter @intlmktentry LinkedIn or on Sentia Says.