I am sourcing for a mid-level account executive for a complex, custom manufactured product for businesses. I had one candidate contact me via voicemail who stated that he has decades of experience in this market. Ok. So I called him back late in the afternoon to go through a phone screen. First off, he didn’t remember me. After I explained who I was, he remembered the company. Next, I told him, “I was hoping to take a few minutes of your…” He interrupted me at that point to say he only had 5 minutes to talk since he had to get to Dominos to deliver pizzas.
Continue ReadingThe Most Difficult Sale
We interviewed a candidate yesterday for an outside sales position who comes with a different background to our client’s company. The purpose of the interview was to further discuss his abilities before putting him in front of our customer. We were pleasantly surprised that his sales skills and history are even stronger than we first expected. Here’s why – he took over a territory in a complex, technical sale in which his employer had a bad reputation. The reputation was deserved. The task for this salesperson was daunting…and he succeeded in turning the territory around. Overcoming a bad reputation in the marketplace is more difficult than new business development with… Read More
Continue ReadingSales Traits Series – Sensitivity To Others
Today we wrap up our year-long Sales Traits Series with the final installment. This week’s trait is one that provides us insight into a candidate’s soft skills when relating to a prospect or customer. Sensitivity To Others The ability to be sensitive and aware of the feelings of others, but not to allow this awareness to interfere with objective decision making. A salesperson with strength in this trait will respond to the concerns of others even if they do not relate to the situation at hand. A weakness in this area is indicative of an inability to identify and relate with others on a personal level. Such a person has… Read More
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