Hire Only the Best Fit for Your Sales Team

hire only the best fit for your sales team

How to Hire Only the Best Fit for Your Sales Team
If you want to hire only the best fit for your sales team, you can’t afford to make a mistake. 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 performance) down.

What Is The Best way To Hire Sales Rep That Fits?
Assuming that you have already put your current team through business sales training and have a clear sales process, you want to select someone who can easily work into the same sales rhythm and approach that gets consistent 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?

Three Tips to Hire Only the Best Fit for Your Sales Team
Here are our recommendations for effective sales hiring success:

1.  Use a Team Interviewing Approach
If you rely upon just one interviewer, there may be an unfair bias either for or against a sales candidate. With more than one person interviewing, you can avoid prejudice of any kind. In addition you can give each sales team member an assignment.

If you are checking for a candidate’s sales 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 sales 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 fit for your sales culture and sales strategy.

2.  Check Out Past Sales Performance
The resume may 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 sales candidate who fulfilled the role of sales manager at various companies. But, were they just managing sales people or have they actually carried a bag?

The best interviewers know how to probe beneath the surface of the CV for proof of actual sales performance and the ability to sell solutions to target customers to better predict a candidate’s future behavior.

3.  Meeting to Make the Decision
Compile reports on each candidate and share perspectives. Never settle. 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 capabilities. Test them with specific sales scenarios most common for your industry.

Give a trial period where both the sales team and the candidate can assess their fit for the job. This kind of real-world performance test is in the best interests of both the company and the job seeker.

The Bottom Line
If you want to hire only the best fit for your sales team, do not settle.  It pays to be patient and demanding when you hire for critical sales positions. Do yourself, your sales team, and your organization a favor by taking the time to get it right from the beginning.

To learn more about how to hire only the best fit for your sales team, download 9 Traits to Avoid When Hiring Sales Reps

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We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

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

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 consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President Human Resources

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.

Frank J. Kuypers
Business Development Manager

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

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

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

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

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 am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

“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

The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.

Debra Martucci
Vice President, Information Technology

LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.

SPO Partners & Co
Kim Silva, CFO

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