On September 25, I promised to share with you Five Strategies Managers and Salespeople Need to Know To Help Salespeople Become Sales Champions.
Here is Strategy #5 for you or your manager to execute in order to ensure the success of your salespeople.
Friendly Reminder: If you’re a salesperson, don’t think you can’t play a role in assisting your manager in implementing these strategies. The more awareness you have around the role you and your manager play in your overall success and failure, the more you can educate and help your manager best support and manage you around the areas and potential pitfalls you have less control over which you manager can address.
Develop More Diligent Hiring Procedures
I’ve always heard managers report, “With all the interviewing you can do, you really can’t gauge someone’s work ethic until they’re on the job.” While this may be true to some degree, I’ve seen many companies institute additional steps into their hiring process to help better gauge the person’s work ethic before they’re actually hired. For example, have the new candidate go out and ride with the manager for a half day or with a salesperson you trust to get a good sense of who they are, and for the candidate to get a feel for what their day to day responsibilities would look like. Another technique that helps reduce failure would be to conduct skill practice scenarios and role playing exercise throughout the interview process. This would give you a better sense of how they think, how creative and flexible they are and how effective they would be when in front of your customers and prospects. Finally the number of interviews plays a huge role in reducing failure amongst salespeople. The more interviews you conduct, the more interviews the candidate has with various people within your organization, the less of a chance you will make the wrong hiring decision.