Summary of “You Can't Hire Great Sales People”
I just finished listening to "You Can't Hire Great Sales People - So Stop Looking For Them", an episode in The Sale Management Minute series By Lee B. Salz. Lee talks about the difference between hiring the "great sales person" and hiring a sales person with the "potential to be great.” What’s the difference?...hiring a “great sales person” will more often than not be a great disappoint. Really think about what “the great sales person” is really selling you on…what is the likelihood that in the vast pool of candidates exists a pre-coached, ideal sales person that already obtains all of the unique qualities, skills and attributes that would make them a guaranteed success in your specific company? I say not very likely! I’ll go out on a limb here and assume your company doesn’t post open sales positions with the listing “SALES SOULMATE WANTED”…so stop looking for one.
Ok, I know it’s devastating to hearing that you don’t have a sales soulmate, but dry your tears, here comes the good news…Salz says when give up on the "great sales person" and you start evaluating candidates against your unique ideal sales person profile (the ideal sales person profile addresses the factors that cause sales people to succeed or fail within your specific company), you will find “the right person with the potential to be great.”
Still not ready to give up on your soulmate?...check out how much your search is costing you…Employee Turnover Cost Simulator. Gambling money on hiring sales people without evaluating their potential within your company can become a huge drain on resources.
Use Lee B. Salz approach to hiring candidates with high potential and check out our FREE Mini Series: Sales Coaching Lessons to learn how to coach them to greatness.
Listen to the full episode of "You Can't Hire Great Sales People - So Stop Looking For Them" Here
