Finding Super Achievers
Sales-person wanted-highly motivated, energetic, self-starters only need apply!
Have you run this ad? Answered it? Here are some tips on finding the super achievers you need, or convincing a manager that you're it.
Design your ads to attract the persons you seek. Use words and design elements that create excitement and describe who you are and who you are looking for: "fastest growing, ongoing residuals, proven longevity," as well as "positive attitude, and self-directed."
Build a backlog of qualified applicants through ongoing interviews. You never know when the right person will walk through your door, so leave it open. Interviewing 5-10 promising applicants a month will allow you to have a handful of qualified candidates on tap when a position becomes available.
The Sales Test
One way to judge if the candidate is a super-achiever is whether he/she asks for the job.
The interviewee should approach the meeting as a sales presentation, selling you on him/herself and close "the sale" by asking for the job.
You can apprise follow-through by not hiring on the spot- allow your candidates to aggressively pursue the position. Those who get back to you promptly will likely stay in touch with their prospects in the same manner.
Look for winners
Allow "attitude" to outweigh "experience." You can teach product knowledge, but drive and determination are more difficult to instill. A sales person who can communicate enthusiasm, high energy, and a will-to-succeed can be taught the fine points of equipment choices and rate.
People who strive to be the best at what they do will bring success to your sales team. Look for the ones who have broken sales records in the past (an interviewee should makes this a part of the "presentation") as well as those who have proven leadership in other areas, such as sports or public speaking. Design your interview questions to ascertain the applicant's desire to achieve, goal setting skills, prioritizing ability, and work ethic.
In order to build a successful sales team learn to spot the super-achievers in the pool of prospects by watching for persistence, professionalism, and personality.
