Sales success is often achieved by consistent actions over an extended period of time. Many people have experienced the salesperson who starts out strong but eventually flame out. It seems the best salespeople have the ability to maintain success over an extended period of time. Consistency & Reliability This is the salesperson’s capacity to feel an internal need to be conscientious, consistent and reliable in their personal and/or professional efforts (life roles). This is an internal motivation as opposed to being motivated by external forces such as job, peer or supervisory pressures. A salesperson with strength in this trait will be dependable and reliable – tending to perform in most… Read More
Continue ReadingAre Your Employees Looking?
Apparently yes. From a recent poll conducted by Career Journal of nearly 500 employees: 41% of respondents admitted they are actively searching for a new job 35% considered themselves passive jobseekers 21% indicated they were not looking for a job at all So the obvious question is what are you doing to change those numbers within your organization? With 3 out of 4 of your employees potentially leaving, are you properly rewarding and motivating them on an individual basis? No two employees are the same so understanding their rewards and motivations will help ensure that your team is happy and content.
Continue ReadingHow to Hire a Gifter
I never thought I would write this, but you may be too rich if you need a “Santa Gifting Service” – Santa’s ‘Gifting’ Helpers Handle Holiday Shopping for the Wealthy. I read this article and was laughing and mildly disgusted all at once. Here’s why: To some people, hunting for the perfect gift is more of a hassle than a holiday. Some of the wealthiest consumers across the country turn to consultants to find ultra-exclusive, money-is-no-object gifts from around the world. First of all, spending money is one of my specialities. I like to say I didn’t earn it to save it. It is usually at that point I realize… Read More
Continue ReadingThe Truth About Closing
We’re working with a new customer who has brought up a topic which merits discussion. His contention is that he needs a salesperson who is a strong closer since their company competes in a somewhat commoditized market space. A fair conclusion. But a wrong one. Closing is the eventual outcome of a selling system but it is not the most critical phase. Qualifying is the stage at which most deals are won or lost. In fact, here is a bit of a shocker – qualified deals close themselves. It’s true. If a salesperson can qualify a prospective deal effectively, they can navigate to a successful close. Salespeople who only know… Read More
Continue ReadingQualifying Time Frame
We talk often at The Hire Sense about a salesperson’s ability to qualify a prospect. There are many points to qualify in any given opportunity, but one of the important items is time frame. Tirekickers abound on the web and often contact companies to learn more about their offerings. Yet, these tirekickers have no intention to make a short-term purchase. A thought struck me as we work with one of our customers who is searching for a new salesperson. This position involves a technical sale and we have recently sourced a strong candidate that they want to pursue. We were involved in the initial interview and the candidate was quite… Read More
Continue ReadingAn Even Tougher Interview
Interviews are stressful for candidates as we posted this morning. If you want to gain an even more in-depth knowledge of the candidate, take them out for a meal as part of your interview process. Selling Power has a quick article worth the read – Out to Lunch? In case you were wondering what to watch for at the meal: Business etiquette expert Barbara Pachter says that by taking a candidate out to a restaurant you will be able to observe interpersonal skills that you may not be able to witness during a more formal interview. First, is the candidate on time? How do they treat the server? What do… Read More
Continue ReadingSales Traits Series – Influencing Others
Sales, in its most basic form, is convincing others to change their behavior. One of the aptitudes we use to objectively assess this important trait is Influencing Others. Influencing Others This is the capacity to convince others – to present ones viewpoint in such a way that it is accepted by another person. A salesperson with strength in this capacity can not only see but talk from another’s point of view. A salesperson who has the ability to understand other’s objections and concerns can then respond to them in an effective manner. A weakness in this area can indicate a salesperson who is insensitive to others – not knowing what… Read More
Continue ReadingThe Fear Factor
CareerJournal.com offers this article – Facing Down the Fear Factor When You’re in a Job Interview. We talk about the fear factor in face-to-face interviews often. Personally, I like to see a touch of fear, or maybe nervousness is a better way to put it, in a sales position interview. Of course, there are limits at both ends of the spectrum. An overly-nervous candidate does not project confidence and is difficult to imagine them running a successful demonstration in front of a grade A prospect. If the candidate is too smooth and calm, the slippery sales schmoozer image is conjured up in my imagination. It is a fine line to… Read More
Continue ReadingCover Letter of the Month Club
The email covers are like Clark Griswold’s Jelly of the Month Club membership – they are the gift that keeps on giving. Scanning through recent resumes led me to this cover email statement: I currently am the best sale personality i have ever met. However i’m not loving my postion right now. I think this was supposed to be a joke. At least I hope so.
Continue ReadingSales Traits Series – Initiative
We’ve defined Self-Starting Ability in a previous post – now let’s define a similar, but still different sales trait that is crucial in any role. Initiative This ability directs ones energies toward the completion of a goal without an external catalyst. The ability to initiate actions based on ones own interpretation, or understanding, of a situation. A salesperson with strength in this capacity has the ability to take action as a result of his or her own decisions. They feel comfortable enough in their own abilities to act on their own decisions without consulting others. They will adapt to a dynamic situation and move around unforeseen obstacles without waiting for… Read More
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