How to hire and keep great salespeople
Are you ready to hire a top-tier salesperson? Let’s get started. First, identify your candidates by carefully imagining the roles and responsibilities of a trusted selling professional. There are more than you might imagine.
Second, I recommend the salesperson you hire be an extension of yourself. Why? Because this salesperson is going to represent you, your company and the best interests of your target markets.
You are looking for people who:
• will increase your company’s market share by delivering ‘selling’ as an advisory, diagnostic, diplomatic, problem-solving customer service.
• will objectively and impartially help buyers make the most informed and timely buying decisions on behalf of their families or companies.
• will introduce, sustain and improve your company’s brand and reputation.
• will accurately represent you/your good name and reputation.
• will consistently represent the stellar reputation of your staff.
• will regularly attract new and more business to your company.
• will retain the valuable customers you already have.
• will be your eyes and ears out in the marketplace.
• can be trusted to speak on behalf of your company.
• can calm and appease the occasional upset customer and reconcile differences.
• will gather competitive market intelligence by conducting daily marketing research.
• will play an integral role in developing your company’s marketing strategy.
• will deliver selling as an objective, impartial, selfless customer service that can perfectly satisfy a buyer or find someone who can.
• will become a loyal, experienced mentor to your novice salespeople.
• will articulate your products and services in the context of buyer ‘needs’.
• will objectively and impartially interview prospective customers to accurately diagnose and qualify their needs.
• will speak graciously, intelligently, respectfully and admiringly about your company to their family, friends, peers and colleagues.
• will attract new and qualified selling talent to your company.
• will sell in ways that earn respect and admiration not only for your company but for the profession of selling.
• will work independently, in the best interests of your company, under minimal supervision.
• will keep your doors open, lights on, help you meet payroll and keep your staff employed.
• will help you keep your job as the boss.
• knows that by putting the satisfaction of customer needs ahead of personal gain…personal, professional and corporate gain will be the result.
• will operate with an entrepreneurial spirit.
• have senior management potential.
• will always have your back.
Talented salespeople are more than the products or services they sell. They help buyers make the most informed buying decisions. Will your next salesperson become one of the most valuable attractions to your company?
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