Do They Have What it Takes to Sell?

When it comes to finding sales people many companies fail
because of a flawed search process.  What method do you use to find your sales
people? Most companies hire based on
past experience which is demonstrated by their resume and corroborated by
reference checks.  Others rely on the
interview process to see if the candidate has a “sales” personality and
attitude. Others use a combination.

How many times have you hired a sales person using these
methods?  And how many times have you
thought you picked a “winner”, but the performance after the hire was not
satisfactory?

What if you could increase the odds of success?  And have a road map for training and
development after the hire?

Well you can, because selling and finding the right sales
people comes down to answering three (3) questions:

 
Why?
  How?
  Can they?

The good news is there are cost effective on-line tools you can
use to get the answer to these questions before you make a hire.  If you’ve already hired the person or you
yourself are responsible for selling, you can use these same tools to create a
personal development road map to improve your sales performance.

Why? 

This is probably the most important question to be asked. Does the person have the right attitude and motivators
to be a great sales person? Based on
groundbreaking research by Bill Bonstetter and Target Training
international,  it's what’s on
the inside not the outside that counts.  Top sales people have somthing in common. See the results of the research here!

What’s really cool is that you can complete a brief on-line assessment to find out whether a candidate has the
right ATTITUDE!

How?

This relates to how you communicate during the sales
process.  Most sales people make the
mistake of communicating the same way to every prospect and customer.  But, not everyone is the same.  We all approach tasks, people, pace of
environment, and rules differently.  How
each person approaches these four “behavioral dimensions” will give the salesperson a communication roadmap for selling to each person. Again, the cool part is you can easily complete
an on-line assessment to uncover your behavior style and how to
read others to communicate more effectively.  This will lead to better sales
conversion and more revenue?

(You can attend
this live workshop to learn how to “read” your prospects and “adapt” your communication
style)

Can They?

This last question relates to whether the candidate or sales
person has the skills to sell.  Selling
is broken down to seven (7) stages:  

1.        Prospecting

2.      
First impressions / Greeting

3.      
Qualifying / Questions

4.      
Demonstration

5.      
Influence

6.      
Close

7.      
General sales knowledge

Again using a simple on-line assessment, an individual's knowledge of the sales process is quickly evaluated, allowing training and development
to be focused only on the areas requiring improvement, saving time and money.   These assessments can also be used to help teams easily identify group skills gaps and
customize training to help close those gaps and improve sales performance.

By answering three questions and using  simple
assessment tools you can hire the most appropriate sales people,
create customized and robust sales development programs  and raise the level of
performance of your existing team.

(Contact me on how
you can utilize these assessments for your team and company)

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