For small business owners, good sales staff is absolutely
critical; they can make or break your business.
Unfortunately, salespeople are also the most difficult
employees to retain, precisely because of their business
value. When hiring a new salesperson, many employers fall
into the trap of using industry experience alone as the key
hiring factor. But if the candidate left your competitor,
what makes you so sure he'll like it any better at your
company?
Many hiring mistakes could be avoided at the interview
stage. By asking the right interview questions and by
observing the candidate's selling skills during the
interview, you can hire the right salesperson the first
time.
The following three interview questions can help you avoid
sales staff turnover.
Question #1: Why did you choose sales as a profession?
The answer to this question will help you weed out those
who truly love selling from those who just happened to fall
into sales as a profession.
Beware of answers like:
*Oh, I just kind of ended up in sales after college.
*Well, when I didn't get accepted into med school, I
figured sales would be a good paying career
Look for positive responses, as in:
*I am money-motivated and enjoy the opportunity to earn
sales commissions.
*I have always loved the challenge of influencing the
decisions of others.
Question #2: If you were not in sales, what would your
profession be?
This question will lead your candidate to reveal his true
career goals. It is a much better question than the
typical: Where do you see yourself in five years? After
all, most candidates already have a canned answer to the
five-year question, but it's doubtful they have been asked
about their true ambitions. Their candid response will
reveal much about their long-term fit with your business
plans.
There is no right or wrong answer to this question, but as
you listen decide if his career desires match up with your
business objectives. An employee who harbors discontent in
the back of his mind will never perform to his full
potential.
Question #3: What part of the sales process do you like
best?
Your candidate's answer to this will demonstrate two things
to you: his knowledge of the selling process and whether
his selling style fits your strategic objectives.
If your company's revenue is based on a long sales cycle,
you will need a salesperson with patience and great
prospect follow up. If your business model is based on
high sales volume, you'll want someone driven to "close the
deal." If your sales strategy is based on building a new
clientele from scratch, you'll need a sales person who
excels in prospecting for new business.
No matter the current size of your company, the sales
function has the biggest impact on your revenue growth.
Your company's revenue will increase steadily over time
with a reliable sales team. You owe it to your company's
future to choose your sales team with great care. In your
next sales interview, ask the right questions and you'll be
on your way to building a sales force that outsells your
competition.
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Deborah Walker, Small Business Coach helps entrepreneurs
navigate the hiring maze with tips and suggestions on how
to recruit, interview and hire the best employees. Her
veteran experience as a former executive recruiter gives
her the unique perspective to help you avoid the pitfalls
of bad hiring decisions. Learn how Deborah can help your
business at:
http://www.RevenueQueen.com
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