Hire Only the Best Fit for Your Sales Team

You can’t afford to make a mistake this time. Your hiring decision will make the difference between a fully contributing member of the sales team or another “below average performer” who drags everybody (and the team numbers) down.

You have put your current team through solution selling training so you want to select someone who can easily work into the same rhythm and approach that gets consistent and sustainable business results. The question: what is the best way to go about hiring a sales rep that will fit in terms of competency, culture and performance?

With two decades of experience in hiring effective sales folks, here are our recommendations for success:

  • Use a team interviewing approach
    If you rely upon just one interviewer, there may be an unfair emotional bias either for or against a candidate. With more than one person interviewing, you can avoid prejudice of any kind. In addition you can give each member of the interviewing team an assignment. If you are checking for a candidate’s competencies, each interviewer can focus on a particular ability that you have decided is critical for success.Give every interviewer the same assessment form to fill out. These will be pulled together and discussed as a group when all interviews have been completed. The rating system should be simple (pluses or minuses for each competency explored) and the notes should refer to specific examples. Some discipline on the interviewing team’s part is required to spend time to prepare thoroughly beforehand and, afterward, to finish the form while the interview is still fresh. On your part, make sure each interviewer understands and appreciates the importance of their efforts in hiring the best and, thus, achieving the sales goals.
  • Check out past performance
    The resume may well list a number of positions that “sound” good but behavioral interviewing skills are required to uncover meaningful and repeatable experiences. It’s impressive to see a candidate who fulfilled the role of sales manager at various companies. But, were they just managing people or have they actually carried a bag? The best interviewers know how to probe beneath the surface of the C V facts for proof of actual performance and ability so they are able to better predict a candidate’s future behavior.
  • Meeting to make the decision
    Compile the reports on each candidate and share perspectives. Don’t ever hire just to fill a slot. The best candidates should rise to the top…but are they good enough and will they fit in your unique organizational culture? If you still have doubts, you can give them a chance to prove themselves…their abilities, their attitudes, and their experience. Team them up with a member of your sales team to demonstrate their selling techniques. Test their strategic thinking by proposing a problem that needs solving. Give them a trial period where both the team and the candidate can assess their fit for the job. This kind of real-world test is in the best interests of both the company and the job seeker.

It pays to be patient and exacting when you hire for critical positions. Do yourself and your team and your organization a favor by taking the time to get it right from the beginning.

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Mike Normant
Learning & Development

ebay

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

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Vice President of Human Resources

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

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Samsung

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

Tracy Esposito
Director, HR Business Partner

Over the years, both at 3Com and now at Redback, I’ve found LSA Global to be a valuable resource. The recent compliance program that they delivered for Redback’s executive and management team was the right solution, of the highest of quality, and customized to our business and culture. I would highly recommend LSA to any company looking for top quality solutions.

Gina Fulton
Vice President of Human Resources

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.

Ivan Fukumoto
Senior HR Manager - Staffing, Training, & Development

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