Several points that should be paid attention to in interviewing sales staff

Several points that should be paid attention to in interviewing sales staff

Excellent salespeople have a vital influence on the success of the company. Tom Searcy, a sales guru, shared a list of qualities you should look for when you plan to recruit superstars.

It must be the recruitment season.

Many of my clients are interviewing candidates because they have a lot of customer sales jobs. In order to help them find the best candidate, at the beginning of the process, we practice creating a list of key questions, creating the best indicators to determine success, and clarifying the job description. Part of this process is to define the qualities and skills we want the ideal candidate to have, and how to rank the importance of these things. The following are a series of qualities that I am looking for in an interview as a super salesperson:

Starting from the top, the best salespeople start from the top, not bit by bit. Some efficient salespeople choose the harder route to climb. Others use top-down and bottom-up methods to work hard. In any case, the best salespeople know how to get into the top management chain. For large-scale sales, when choosing suppliers and partners, the support of senior decision makers is necessary, because they make real decisions on scale and strategy.

Talking to executives For most people, "You will be sent to someone you sound like" is a truth that appears in sales activities. The problems of top decision makers and front-line users may overlap at a higher level, but the measurement and experience in private are completely different. The best salespeople can speak all the languages of the members of the buying group, but most importantly, they can talk to the executives confidently and to the point.

Complexity is the enemy of speed in the sales process. Companies and their subject matter experts should be careful that their solutions are too complicated to describe and implement. Superstars know this, and they turn complex things into simple explanations that are relevant to customers well. These superstars also do a good job in training their own subject matter experts, who can clearly express solutions and answer questions in appropriate details.

Promoting complex sales requires all kinds of people in your organization to communicate with buyers, provide materials, exchange information and stick to it. Usually these things are promoted through meetings, but more often they are communicated through agreements. A good salesperson will pay close attention to details as he or she is a project manager, ensuring that the progress goes on as usual and there are no omissions.

Creating mass sales is rarely about buying off-the-shelf products or solutions in large quantities. On the contrary, it usually contains some unique challenges. If not, the procurement will be handed over to the purchasing department, and then the purchasing department will adopt a structured competition process to select suppliers in a way that meets the minimum standards and has the lowest price. Excellent salespeople are good at creatively designing solutions to meet the needs of their own companies and buyers, and they will continue to be effective during the contract period.

Moving on Superstars are persistent, but when they realize that trading is impossible, they can move on. Many people have indomitable qualities. This is a good quality, but not at the expense of efficiency. In order to achieve all the goals for the whole year, the sales staff must also be able to decide when to give up the potential customers who are unable or unwilling to change the current suppliers or methods.

When we cooperate with the company, we hope to incorporate these questions and indicators into the interview process, and make a comprehensive evaluation of these qualities while evaluating attitudes, evaluation scores and past experience. Most ordinary salespeople can predict what kind of answer you want to hear. If you want to find superstars, you must design your interview process.

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