Hire Only the Best Fit for Your Sales Team

A giant hand reaches down to pick out one in five avatars for solution selling success

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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LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

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“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

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LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

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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

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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

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Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

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What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.

Jeff Rangel
Director of HR

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Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

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For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

What a refreshing change from the half-baked psycho-babble you normally get from “training” organizations. LSA gives you the assistance you need to define and reach your goal, and then they give you a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

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LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

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Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

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Business Development Manager

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I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
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