Things to Look for When Hiring Top Sales People

August 25, 2010 10120 Comments2010-08-25+11%3A30%3A06Ben+Nash

The traditional approach to selecting sales people is often to:

Focus on previous sales experience
Identify the “ideal profile” by examining previous successful Sales Representatives
Defining the sales role in terms of one or two dimensions
Gut instinct (“I can tell if they are a good sales person as soon as I interview them”)

Unfortunately this approach to selecting and developing sales people has often produced less than stellar results. Research conducted with more than 50 companies and 1,500 people worldwide identified the most reliable predictors of sales performance as follows:

Foundational sales characteristics based on certain personality traits
Clear Sales motivations
Predicted performance in managing the steps in the “Sales Cycle”

The personality traits found to be the best predictors of sales success were:

Sales Confidence – Projects an air of confidence when dealing with others
Sales Drive – Has drive and enthusiasm. Seems hungry for success
Sales Resilience – Is full of optimism and very resilient. Perseveres in tough situations
Adaptability – Identifies and adopts the most appropriate style to maximize success in sales
Listening – Listens sympathetically to others. Observes and interprets behavior
Embraces change – Quickly adapts to changes in the work place or environment

These personality traits, together with personal motivators and predicted performance in the sales cycle can be reliably measured by valid and reliable assessment instruments.

Our tip for today: assess candidates for sales positions using a valid and reliable assessment tool that will provide you with a clear and accurate picture of a candidates strengths and areas for development. That way you will increase your chances of hiring the best and reduce the risk of hiring duds.