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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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

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

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

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of Human Resources

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

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

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

I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
Human Resource 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

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

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

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

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

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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