Hiring the right salesperson is a crucial aspect of growing your business –– it makes all the difference between failure and success. But hiring talented salespeople is notoriously hard, especially if you lack the interview expertise and experience to make the best hiring decisions. Luckily, we work with a master of sales who recently shed some light on the subject.
An Invaluable Trait When Hiring Your Sales Rep
In this Leaders In The Trenches episode, our CEO, Joe Koufman, discusses with host Gene Hammett the diligence that is required at the hiring stage. Too many organizations hire for skill first, and don’t always consider personality fit. There are certain raw skills that are mandatory, while others than can be developed later, Joe says. He believes that you can give anyone the product knowledge they need to sell just about any gizmo or service, but what you can’t give them is a natural, inherent curiosity that can’t be contained.
“What you are looking for is someone who is willing to learn, put the time and energy, and is curious enough that they are trying to come up with a creative solution to a problem,” Joe said.
Modern-Day Sales Philosophy
These days, salespeople are constantly clamoring for our attention, trying to get their foot in the door with the same old generic sales pitches, when what they should be doing is customizing their approach. Tailored sales pitches show the prospect that the salesperson understands them and their pain points, and that this product or service can improve their “condition,” whatever that may be. Joe recommends reading The Challenger Sale: Taking Control of the Customer Conversation, which goes more in-depth about building customized solutions for prospects.