- October 9, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great.
I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, “Yes!” I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons. Here they are:
1. They can’t replicate the environment in which they had their success. For example, suppose that Company X is a huge, well-known enterprise with a model that calls for salespeople to visit with buyers, quote on programs, and come in with the lowest price – regardless of margin. One salesperson, Joe, has the biggest of those accounts and backed by a pricing model without a bottom, he is their best salesperson by far.
Now let’s pretend that in order to succeed at your company, your salespeople must call on the C-Suite and your prices are higher than your competition. To make it even more interesting, your company is not very well-known, and your product offerings are new. Joe, formerly the best salesperson at Company X, applies for a position in your company, and with his winning personality and track record of #1 finishes, you hire him. This is how one company’s great salesperson can fail at your company.
2. Great is relative. Let’s use Joe for this example too. By now, you can see that Joe is more lucky than great. He was working for the right company, at the right time, and had the best customers. When compared with the other 150 salespeople in Company X, order takers at best, Joe appears to be great. I wrote about great being relative earlier this week in this article.
3. They weren’t great at all. You were feeling some urgency, you needed to fill a position in an important territory, and Joe (with his winning personality, award-winning fictional resume and tremendous interviewing performance) comes along. It’s love at first meeting.
4. Your Culture is in the way. Sometimes it’s just not a good fit and other times the company’s on boarding, training, accountability and coaching aren’t strong enough to get a new salesperson, even a great one, over the hump to where they are consistently bringing in new business.
The thing is that, in 2014, there is absolutely no reason for companies to be so inept when it comes to hiring salespeople. Sure, you’ve hired some salespeople that have worked out. But you’ve also hired salespeople that didn’t work out. Hit or miss is not a model for success.
So why do companies continue to go it alone, make the same mistakes and continue to hire the wrong salespeople?
Ego. “I’ve done this a hundred times – I don’t need any help.” “I know how to recruit salespeople – I don’t need any help.” Do you know what else this is? It meets the definition of stupidity.
You can get help building a world-class, sales-specific, recruiting process which, when followed, will save time and money, and consistently result in great sales hires. At Objective Management Group (OMG), we call that process STAR and most of our certified partners can provide that help.
You can use a predictive, accurate, sales-specific, candidate assessment at the top of the sales candidate pipeline. This quickly and accurately identifies the candidates that you do want to interview by phone and in-person while eliminating the candidates that will likely fail in the role for which you are hiring. OMG’s Sales Candidate Assessment has been voted the Top Sales Assessment Tool in the World for 3 consecutive years.
In our latest version, we added video camera icons alongside all of the findings on the dashboard. Click and I’ll explain the finding! When it comes to the actual recommendation, there are more than 500,000 possible combinations that make up the video you will see! Even better, if you need to hire great salespeople, click the image below for a free trial.
You can use online applicant tracking to gather additional information to help you streamline the process, and determine which of the recommended candidates have the right background for success. We partner with New-Hire.com.
ALL of your management issues will disappear when you hire the right salespeople. Truly great salespeople don’t need to be managed, they don’t need to be replaced and you don’t need to babysit them! All of your time can be spent coaching them up and helping them become even greater.
Isn’t it time that you stop repeating a process that is broken and get the help and tools that will make you a hiring genius?