Ask a room full of entrepreneurs if they’ve ever made a recruitment mistake and everyone will raise their hand before regaling you with multiple horror stories of recruitment nightmares, none more so than when expanding their sales team.
Assuming we all follow some basic recruitment principles why then is this a recurring issue?
I can only speak from a place of expertise when recruiting for sales competence, but one thing I do know about good AND bad salespeople is they’re all excellent at selling themselves, so over the years I’ve developed my own fairly robust process to weed out those who will tell you they’re the right person for the job, from those who are the right fit.
Be crystal clear on the competencies required in the role, bearing in mind there are multiple steps in your sales process, which will depend on your industry, your market and your customer’s preferred buying journey. Sales is not a one size fits all model…
Read the full article here >>> Northern Insight Magazine – Business
Nicola Cook is an award winning entrepreneur and twice published international best-selling author on professional selling and personal & business growth. She is CEO of Company Shortcuts, a business devoted to improving business results by injecting skill, passion and strategy to help those entrepreneurs and sales enthusiasts achieve the sales results they desire.