Hiring Headaches? 5 Flags of Floundering Sales Reps
Growth? The thought of it for some organizations can seem impossible considering the economic times. Sales and revenues are a continuous challenge for many. However, as you begin to challenge the tipping point and begin considering on-boarding candidates to help grow your organization, you may want to pay attention to five flags that often lead to floundering sales performance.
1) Lack of Endurance and Determination
Candidates who aren't able to articulate how they overcome adversity and endure life's challenges are likely to be the ones to quickly throw in the towel when things get tough on the sales front.
2) Lack of Interpersonal Skills
Connections with the customer are critical. If there is a discomfort during the interview of any kind, there will likely be discomfort at the customer interface. Listen to intuition on this one. If all credentials look good, yet something about their communication approach is not sitting well with you, it's important to listen to that voice.
3) Lack of Listening Skills
While interviewing, listen for direct answers. If the answers flounder down an unrelated path, perhaps it's time to consider another candidate. If a prospective sales hire isn't listening to your questions, how can you be assured they will be listening to the customer? The minute a customer feels unheard is the minute that valuable business is lost.
4) Lack of Competitive Spirit
Has your candidate participated in competitive sports? Academic pentathlons? Dance Competitions? Marathons? Tasted victory during a challenge? The work ethic and competitive spirit that builds a winner in any competition, tournament, or challenge is the same intuitive drive required for sales success. Inquire about past experiences and history to get a sense for how they've responded in competitive situations. Those that thrive during competition most frequently hit quota and quickly climb to the top of the performance list. Those that don't, well, let's say they don't frequently hit the history books for stellar performance.
5) Lack of Problem Solving Skills
Successful salespeople do not push product, they partner with customers to solve problems. Taking candidates through problem solving simulations can pay off. If they respond appropriately, you're on your way. Customers who perceive partnership and problem solving capabilities from their sales rep are likely to embrace long-term working relationships. Conversely, if this skill is missing, so will be your revenues.
Avoid the flags and begin sustained growth that will take you to the next level of success.
