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3 Steps to Be More Confident During Your Sales Calls

  
  
  

3 Steps to Be More Confident During Your Sales CallsThe success of a business depends on the success of the sales team. You need to optimize the effectiveness of your sales calls. Your confidence during sales calls will affect sales results. If you don't sound confident during your sales calls, prospects won't want to buy from you. You need to give them the confidence they need to trust in you and the company. Follow these three steps to be more confident during your sales calls.

1. Prepare for sales calls in advance.

Use a sales script. Know the details of your products, the business, and your pitch in and out. If you don't know the answers to a prospect's questions, you can quickly become flustered and lose confidence. You need to know what you're talking about going in to the call. Prospects need to hear that confidence you have in yourself, the product/service, and the company.

2. Focus on your successes.

Record and maintain a list of your successes. Continue to do this at the end of each week. This will become an invaluable tool that you can look back on when you're feeling defeated or when you're doubting yourself. By making your own list, you will be able to self-assess and reflect on your achievements along the way, rather than focusing on a current obstacle or struggle. We tend to dwell on our shortcomings and can easily overlook our many successes. Use this list as a self-reference tool and review it when you doubt your confidence. This technique will boost your overall confidence and give you the confidence you need during your sales calls.

3. Change the way you think.

Always think positively. Associate with positive people. Think of yourself as a confident person and you will exude confidence. You are responsible for your own confidence and success. Stay focused on the positive and reject negative thinking. Negativity will only infect your positivity, diminishing your confidence. You are continually learning so view each setback as a learning opportunity. Never classify something you can't seem to accomplish as a failure. It is merely a work in progress. Nothing is impossible. Continue to learn from your mistakes and setbacks and strive to achieve your goals. Don't quit and let the negative experience lessen your confidence. Remain positive.

If you are lacking confidence during your sales calls, you will likely lose sales. Customers want to speak to sales people who are confident and knowledgeable about what they're selling. Focus on your successes. Take the time to acknowledge your successes. Record a list of your achievements and any obstacles you had to overcome to succeed. Review your list during times of doubt. Always think positively. Surround yourself with positive people. Avoid unnecessary complaining and stop classifying setbacks as failures. Instead of giving up, continue to learn from your mistakes and work toward your goals. Your confidence is all about how you think about yourself. To be confident, you must see yourself as confident. Follow these three steps to be more confident during your sales calls. Be confident and achieve your sales goals.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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3 Sales Scenarios You're Not Prepared For

  
  
  

3 sales scenerios youre not prepared forNot all sales scenarios play out perfectly in line with your typical daily-usage sales process. In this article, we'll be covering three sales scenarios you may not be ready for when they come calling. Our goal isn't to ready you for these particular challenges, however. Rather, in reading these, you should be considering how to prepare with, and deal with, anything that might come your way-anticipated or not. 

1. The major customer. 

Career-making (and breaking) customers don't come along very often. That makes it a little difficult to get accustomed to the differences in pressure and customer attitude that often come with such sales scenarios. Unless you're already at the top of your industry, in which case why are you reading this?

So what's different with a major, change your life customer? Not as much outside of your head as inside your head. The pressure can be extreme, especially if you're already prone to sales anxiety. Sometimes a customer that knows they're a big deal will act like a big deal. The solution's simple: Keep your head and hold your ground.

If you respond to a major opportunity by forgetting your process, trading in your confidence for obsequiousness, and losing your ability to make the case for your product, you're only going to squander those opportunities. You don't want to treat such sales scenarios as 'just another customer', because a bit of anxiety gives you focus, but you can't let it overwhelm you.  

If your methods are solid for the little guy, they'll be solid for the big guy. If you're relying on weak methods (the high-pressure sale, dishonesty, etc.), then you're going to end up embarrassing yourself in these major sales scenarios.

2. The savvy customer. 

When the customer knows more than you do, you have a problem. These aren't uncommon sales scenarios, but few sales people know how to safely navigate it nonetheless. If a customer knows your specs and the competition's specs, follows every third party review, knows the underlying technology, and has a question to ask that you couldn't possibly answer (being a sales person, not an engineer), what do you do?  

There are two ways to prepare for sales scenarios like this. One, know everything. Knowledge is power in the sales game, and a strong knowledge of your product, the competition, the industry, and every possible tangential can only help you in selling in all possible sales scenarios.

You should also learn to say 'I don't know' in a way that doesn't trash the potential buyer's confidence. "I'm not sure, but I can find out for you" is good. Obfuscating and repeating facts that you DO remember doesn't help your case-it just makes you look like an idiot. Learn to admit ignorance gracefully-it's helpful more often than you might suspect.

3. The antagonistic customer. 

Few sales scenarios have as much potential for a bad outcome as the antagonistic buyer. This person doesn't even seem to want to buy, only harangue you with quotes from every bad review, aggressive challenges of every issue with your product real or imagined, and simple rudeness. But the antagonist isn't a lost cause-not only can you navigate these prospects without creating a PR mess, you can often close the sale if you keep your wits.

The first goal should be avoiding damage. There are zero sales scenarios that should end with you losing your temper with a potential customer. Even if the sale's a lost cause, do you want to see yourself in some viral YouTube video? No way.

The second goal is closing the sale. Calm, reasoned, factual answers to every problem the prospect throws at you are your best bet. You need to know the complaints people throw at your product, and the solutions that current customers have found. Respond to angry complaints with calm answers and you might just close the sale.

Find Sales Jobs

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

5 Cold Calling Tips to Get Your Prospects Buying

  
  
  

5 cold calling tips to get your prospecting buyingOptimize the effectiveness of your cold calls. Making cold calls can be difficult. You have a limited amount of time to get a complete stranger interested in what you have to say. Making several cold calls can be time consuming and if the calls aren't turning into sales, then you are wasting precious time. You need to revise your cold calling strategy. Here are five cold calling tips to get your prospects buying.

1. Call the right people.

Target relevant buyers. Identify and define your markets and buyer personas. Reach out to the right people, the ones who will be interested in doing business with you, and the ones who make the buying decisions. Once you narrowly identify the markets appropriate for your products/services, your cold calls will be more effective.

2. Do your research.

Find out everything you can about the companies and individuals you are going to call to better understand their needs. In addition to researching your target audience, you need to make sure you have a firm understanding of your industry and market. Keep up to date on industry news. Study your products/services so you can promptly answer questions prospects might ask on the phone. You will gain credibility and trust if you effectively provide useful information and solutions. Stand out next to the competition by arming yourself with valuable knowledge before making your next call.

3. Establish a connection.

Once you have a relevant prospect on the phone, talk to them, ask thoughtful questions, and make a connection. You want to find out more about their needs so you can offer useful solutions that will save them time and money. Show them that you are committed to finding a solution that will meet their needs. Turn cold calls into warm introductions.

4. Develop a good call script.

Regardless of how long you've been in sales or how good you think you are, you need to craft a good call script before picking up the phone. You can't just wing it. Remember, you might only have a brief window to convince a prospect to stay on the phone with you, so you have to use your time wisely. By crafting a solid script beforehand that includes the key information you want to get across, you will be more likely to keep them interested and on the line. Since you have limited time, a written script will help ensure you make the points you want to make quickly, concisely, and effectively.

You don't want it to sound like you are reading from a script. You should customize your delivery for each phone call. Think of the call script as a framework. Make the necessary points outlined in the script, but be sure your speech flows naturally and you shape each pitch to the different prospects you are calling.

5. Practice.

If you're new to sales, or if you're looking to improve your cold calling skills, this may all sound a bit daunting. Don't worry-like most things, this will take practice. The more cold calling you do, the better you'll get. There are a number of strategies used to improve phone call performance and presentation including smiling while you speak, standing during calls, and even looking in a mirror while you're on the phone. You want to sound confident while you're on the phone with prospects. See what strategy works best for you during cold calls and keep practicing.

Making cold calls can be intimidating, but you want to maintain a professional level of confidence while on the phone with potential customers. Remember that you are trying to turn cold calls into warm introductions. Focus on the right audience for your products/services, do your research, establish connections, use a good script, and practice. Get your prospects buying with these five cold calling tips.

Job Search Readiness Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Building a Sales Process You Can be Proud Of

  
  
  

building a sales process you can be proud ofIf you haven't revamped your sales process in a while, or if it's just not yielding the results you were hoping for, it's time to build a new sales process. We've put together a few tips that will help you build a better sales process, one that you can be proud of. A strong sales process enables accurate forecasting and helps marketing and sales departments work together constructively. Follow this guide, enhance customer relationships, and increase sales. With a defined sales process in place, your sales team will have the tools they need to succeed.

Understand your market.

Identify the needs of the market. Identify your target buyer personas. Develop your sales process with them in mind. Study the competition. Analyze and outline your company's strengths, weaknesses, opportunities, and threats. How will you differentiate from the competition? What value can you offer that your competition cannot? There are several things you need to take into consideration before you can build a strong sales process.

Document processes and practice consistency.

Every company's sales process will be different. Create one that works for your business. There's nothing worse than not having a sales process at all. Start defining and documenting processes, share them with your sales team, and ensure everyone follows them consistently. If you recognize that an aspect of the process is not working, make revisions and inform your sales team. Consistency is a key factor in any sales process. Develop and document your step-by-step sales process, stay organized, and practice consistency.

When designing your sales process, instead of focusing on the seller's process, consider the buyer's process. List each stage of the buyer's process and then figure out what your sales people need to do to guide the customers from one stage to the next, moving forward through the sales process.

Listen to prospects.

Instead of regurgitating your typical sales pitch to every potential customer, stop and listen to what they have to say. Have a conversation with the customer. Ask probing questions to find out what they need, what is important to them, and what they value. You want to learn as much as you can about them so you can offer solutions effectively. You need to understand them, their company, and their needs.

Offer solutions.

Work with the customer to help solve their problems. Educate them. Offer solutions. Tell them how you can help them. Build your credibility and gain their trust by providing ideas, insights, and information.

Make the most of meetings.

During your first meeting, you must do three things. First, you must establish credibility. Next, ask questions. Explore the prospect's needs. Once you have gathered sufficient information, show your commitment to helping them. Demonstrate that you and your company can deliver value.

Develop a list of qualifying criteria.

What do you need to know about prospects to determine whether they are qualified to buy what you are selling? In order to classify a potential buyer as a qualified lead, you need to know if your product solves their problem/pain point. Does your product save them money and/or time? Is your product realistically in their budget? Are they already paying for a competitor's product/service? If possible, do your best to determine how quickly they can make a buying decision.

Create a sales script.

Develop a sales script that your sales people can use to guide customers through the sales process from start to finish while also communicating the value of your product/service.

Use these suggestions to build a strong sales process you can be proud of. You must have a clear understanding of your market. You must then document processes and practice consistency. When talking with prospects, talk less and listen more. Provide valuable information and offer useful solutions to their problems. Implement these techniques to improve efficiency, productivity, and customer satisfaction. Build a better sales process and watch your business grow.

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Lose a Sales Client

  
  
  

how to lose a sales clientLosing a sales client isn't always as easy as we would like. Maybe you or members of your team have a natural knack for building strong relationships, satisfying the customer, and keeping customers coming back for more. Fortunately, even if you suffer from such natural problems, it's easy enough to lose a sales client if you put your mind to it. In this article, we'll cover four simple tactics that will send your sales client running to the competition in no time flat-because really, who has the time for repeat customers?

Focus on Closing Sales Over Building Relationships. 

When you're looking to lose a sales client, you want to start early. From the beginning of your first contact with the sales client, focus on the sale and nothing but the sale. High-pressure tactics and rushing to close will drive clients away like few other things. Even if they buy the first time, they'll probably regret it; before you have to worry about repeat sales, your unwanted client will be long gone, looking to competitors that treat them better. If you take the time to get to know your prospects and build a relationship with them, you might never be rid of them. In fact, a strong enough customer relationship can keep clients on board even when the competition gets one up on you in price, feature set, etc. Brand loyalty's no good when you're trying to lose a sales client!

Stretch the Truth. 

If a sales client raises a legitimate issue, don't give them a legitimate answer-that would require too much work. You'd have to be paying attention to how other clients dealt with the problem and be knowledgeable enough to help your customers out. That's a lot of work-easier to just bend the truth to the breaking point. Telling a client that your solution will be 'perfect out of the box' when it won't be will net you a sale AND lose you that sales client once they realize how full of it you are. For bonus points, you'll damage your reputation with other clients and potential clients, so you can lose more and more moving forward.

Procrastinate. 

Making it a pain for the sales client to interact with you and your company's another great way to be rid of them. Labyrinthine ordering systems, incomprehensible customer service systems, and sales people that drag their feet at every step will go a long way in getting rid of your unwanted sales client. If they want to buy, it should be a major headache-after all, you have to work hard to sell to them, and shouldn’t they have to work hard to buy from you? It's only fair, when you think about it. If they have a problem, resolving it should be a major headache-they're probably the one that screwed up, anyway. In fact, you should just tell them that-they're the problem, not the product.

Don't Bother Following Up. 

Following up is boring and requires a bit more long-term memory than making nonstop cold calls to new prospects. It's especially pointless to waste time calling someone if you're not trying to immediately sell them something new-who cares if they're satisfied with their product? If they're not happy, they'll leave you for the competition, and maybe complain to their friends, family, social media, or nationally read magazine about your product and sales service-and if your goal's to lose sales clients, that's how you do it. Negative word of mouth goes a long way in killing your customer base; current clients will become more attuned to problems and likely to bail and you'll face an uphill battle turning any new prospect into a sales client. That's real efficiency.

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

How to Build Top Performing Sales People

  
  
  

how to build top performing sales peopleThe better your sales people perform the stronger your company will be. In consequence, company owners and sales managers need to focus on how to build top performing sales people. Even if your sales reps come to you with significant experience, you'll need to train them on your unique company culture, services and products, and expectations. When you deliberately set out to build top performing sales people, your company can achieve like never before.

The following practices can help you turn your sales team into top performing sales people, the kind of sales people that build lasting relationships with customers and spread your company's influence.

1. Teach Goal Setting

As a sales organization, you should be setting team goals for your group on an annual or quarterly basis, but if you want to cultivate top performing sales people, teach them to set their own personal goals as well. High performers set more ambitious goals than the goals assigned to them by corporate targets, and you can teach all of your sales reps to be high performers by encouraging and specifically teaching them how to do so.

2. Encourage Effective Time Management

Very few people naturally manage their time well. Most of us have to use calendars, schedules, alarms, and timelines to keep us on track and moving toward our goals.

You can help your team to become top performing sales people by modeling good time management and teaching them how to handle their own schedules. At your team meetings, spend a few minutes going over upcoming appointments, meetings, targets, and schedules, and ask your sales reps to report to you on their own schedules. It might be helpful at first to ask your sales reps for a schedule of their upcoming appointments or even for a rough daily schedule so you know how to reach them at any given time. This will help the members of your team to think about their time wisely, especially if they know they have to report to you.

Additionally, you can help your sales reps to manage their time more effectively by providing them with tools--software, calendars, and communication systems, for example--that will help them to be more productive.

3. Teach Them to Set Objectives and Prepare for Sales Calls and Meetings

Top performing sales people never go into sales calls or meetings blindly; they prepare ahead of time, doing their research about prospects and companies and preparing carefully constructed questions and selling points.

Teach your sales reps how to ask good, probing questions, and instruct them to prepare plenty of these questions ahead of a sales call or meeting so they are ready for any direction the conversation takes them. Top performing sales people don't get caught unawares; their preparation has steeled them for anything.

4. Help Them to Follow Up

Even after a sale is made, top performing sales people still follow up with their new customers, ensuring customer satisfaction and finding out if there are other concerns they can help with. But follow-up isn't just for after the close. Top performing sales people follow up continually, all the way through the sales process.

Help your reps to become top performing sales people by helping them with these important follow-up skills:

  • Send handwritten thank you cards after sales appointments.
  • Send email reminders of appointment times.
  • Ask customers for referrals.
  • Research questions you didn't have answers to, and call or email with the answers.

By teaching goal setting, encouraging effective time management, helping your sales reps to set objectives and prepare for sales calls, and helping them to follow up, you can turn the members of your sales team into top performing sales people who can make a real impact on your company's overall success.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Elevate Your Sales Techniques

  
  
  

how to elevate your sales techniquesThe sales profession is highly dynamic and demanding. What worked yesterday may not work today, and new competitors and regulations keep you constantly on your toes. One thing remains the same, however. Simply put, better sales techniques mean more sales for your team. What can you do to elevate the sales techniques used by your sales reps?

The following three sales techniques can help your sales reps to increase their sales and improve their skills.

Use Content Marketing

One of the major changes in sales in the past few years is the way we market. Postcards, television ads, brochures, and displays just don't pack the marketing punch they used to because people are increasingly online. They have become very good at tuning out sales techniques such as traditional marketing campaigns, and one of the ways they do this is by doing consumer research online. You can take advantage of this change by providing helpful online content about your products and services.

If you can create a compelling, mobile-optimized, SEO website that shows up at the top of search results, you'll reach plenty of customers. For content marketing to be an effective sales technique, it must be updated and added to on a regular basis, but there are several attractive benefits to this sales technique:

  • Pre-qualified leads
  • Higher customer satisfaction
  • Reduced marketing costs
  • Higher conversion rates

Focus on Upselling

Upselling is one of the sales techniques that is too often overlooked. The hardest part of selling is turning a prospect into a customer. Once a customer has developed a relationship with you and is already buying something from you, it's easier to close an additional or related sale.

The key to upselling is to think about what will genuinely help your customer. If you suggest a product or service that the customer clearly doesn't have a need for, you could actually damage your business relationship because your motives will be suspect. So be careful about your suggestions, but use upselling to your advantage.

Work on Problem Solving

Everyone has problems. What the world needs are problem solvers. If your prospects see your sales reps more as problem solvers than as merely sales people trying to get their business, you'll be in a much better position.

One of the most effective sales techniques is to position yourself as a problem solver. In order to help customers with their problems, your sales reps need to learn great listening skills. They need to ask probing questions so they can find out exactly what's going on that they can help with.

  • What challenges are you facing?
  • What products are you using now?
  • What features would make your job easier?

Then, instead of merely selling a product, your sales reps take on a new role. They create custom solutions for prospects and customers who are looking for answers.

Training your sales reps on these sales techniques will give them skills they can use in their day-to-day interactions with prospects and customers. When your sales reps practice and use effective sales techniques, they increase their chances of success.

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

How Hiring the Wrong Sales Person Can End Up Costing You Thousands

  
  
  

how hiring the wrong sales person can cost your company thousandsHiring a sales person means more than putting another warm body to work making calls, sending emails, prospecting leads, and writing sales copy. Some hiring managers and team leads don't consider well the potential fallout of a terrible sales person, beyond a few undeserved paychecks and the hassle of finding another person to replace them. But hiring the wrong sales person can cost a company big, bigger than most other mistakes. It comes down to one simple truth: Every sales person represents your company. Choosing the wrong representatives can have major consequences. In this article, we'll discuss four ways a bad hire can cost your company thousands or more, and what you can do to avoid such disasters.

Lost sales. 

The simplest place for hiring the wrong sales person to cost you money. When you hire an underperformer, prospects that might have closed don't. And a prospect that's turned you down once will be ten times harder to sell to in the future. That's lost revenue, even if you're not paying a dime to your new sales person outside of commissions (which is a great way to end up with bad hires, but that's the subject of another article).

Returns and lost repeats. 

Sometimes you hire a sales person and they seem excellent at first glance. Lots of activity, lots of closed sales. A real go-getter. But sometimes, that success comes as a result of high-pressure and dishonest tactics. Predatory Gordon Gecko wannabes don't meet with that much long-term success most of the time, because pressured customers change their minds once they have room to think. That means returns and the loss of those customers to the competition the next time they need to buy.

Team morale. 

In a vacuum, maybe the new guy or gal you hired works perfectly. But sometimes, the guy that can smooth talk any customer can't go a day without getting into it with his coworkers. Team cohesion matters in sales, and a disruptive individual can close as many sales as he wants and still cost you money, if he or she is impacting the performance of the rest of your sales force. A superstar's worthless if she's achieving greatness as the expense of the regular Joes.

Public relations. 

Above all else, hiring the wrong sales person creates a monumental risk of negative public relations. This can be little things that add up over time-those high pressure tactics and returns get talked about, and negative word of press can go viral quickly. A company with a reputation for disreputable sales reps doesn't go far.

This can also be big PR nightmares-you don't want your company making headlines because you didn't do a thorough background check and ended up with a psycho representing you to customers. It doesn't matter if the issue's largely unrelated to your company, a bad hire for your sales team can take a major toll on your revenues.

Avoiding these issues. 

99% of these issues can be avoided by putting in a bit of time and effort on your hiring process. There's a reason top companies all utilize either a specialized in-house hiring team or an external sales recruitment firm to fill their ranks. Hiring sales people takes time, effort, and the right tools to find someone at the right stage of their career, the right attitude for the corporate culture, and the right skills and ability to learn to truly excel.

If you are going to leave hiring to a non-specialist, it's still important to pay attention to the whole picture and take your time. That means looking closely at resumes, making sure interviews are thoughtful and provide useful information, and resisting the charming potentials enough to see their flaws and make accurate decisions. Caution and care go a long way in making sure you're hiring the right sales people, so don't skimp on either.

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

A Guide to Finding the Best Sales People

  
  
  

a guide to finding the best sales peopleYou want to find the best sales people possible for your business. We're here to help. Your business relies on the success of your sales team. Look for experienced, qualified sales people who are results oriented. If your sales team can't produce results, it might be time to put together a new team of qualified sales people who have the skills and expertise needed to be successful and can help grow your business. 

Understand sales to find the best sales people.

If you're responsible for interviewing and hiring sales people, you need to understand sales. If you don't really understand what goes into the sales process, how are you supposed to find the best sales people for the job? You need sales people who can close sales. If you currently have some good sales people, consider the qualities they bring to the team. Identify the attributes successful sales people demonstrate. Do you want to hire more sales people who exhibit similar attributes? Are there any gaps in the group that need to be filled? Perhaps you have dealt with sales people who were not very successful. What skills were they lacking? Before you start interviews and before you even post the job description, consider and determine what it is you hope to find in a candidate. 

Update the job posting to find the best sales people.

Before posting the job opening online, carefully review the job description. Make any necessary updates. Remember, this description is what potential candidates will read to determine whether they are interested. What if an interested candidate feels they are qualified after reading the job posting, applies, is invited to come in for an interview only to discover that there are additional requirements they do not possess? Don't waste your time or a candidate's time by posting an outdated job description. If it's been a while since you hired a new sales person, you might need to make substantial changes or write an entirely new posting. This will ensure that everyone has a clear understanding of what the job entails. This will help you find the best sales people for the job.

Train your hiring managers to find the best sales people.

Develop a comprehensive interview guide for hiring managers to ensure consistency. Hiring managers need to be trained to conduct effective interviews. Provide them with proper interviewing techniques. Leading questions can help the candidate respond favourably. Instead of asking obvious leading questions, let the candidates do the talking. This will allow you to gather more valuable and meaningful information. Your hiring managers need to be trained to interview effectively to find the best sales people.

Look for sales people who understand sales.

Look for a candidate who really understands what it means to be a good sales person. Some sales people talk constantly and never really stop to listen to the consumer. The best sales people understand that sales is a discussion between the company and the customer. They know it's really all about developing and maintaining relationships. If your sales representatives aren't listening to your customers, how will they ever be able to understand and meet their needs? Hire the best sales people, grow your sales, and meet your financial goals.

Conduct comprehensive interviews.

In order to determine whether a candidate is a good fit for your company, you need to consider personality. Have a conversation with the candidate. Ask questions that will reveal personality traits. Utilize evaluation tools to assess whether or not a candidate's personality matches the traits required on the job. There are assessments available that can measure specific sales skills and knowledge. Ask questions that will reveal their sales experience. When interviewing candidates for a sales position, look for people who are passionate about sales. You want to hire people who are eager to succeed and continue to grow. Conduct thorough interviews to find the best sales people. 

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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Jump Start Your Sales Recruiting Process With These 3 Tips

  
  
  

jump start your sales recruiting process with these 3 tipsIs your sales recruiting process sluggish? It doesn't have to be, especially if you remember that the same set of skills that makes a great sales person also makes a great recruiter. Use those sales skills to find the very best sales reps out there. When you do, your sales team will be strengthened, and you'll never have an empty slot on your team. 

The following three tips can help you to jump start your sales recruiting process and help you find the sales reps you need.

1. Write a Killer Ad

If you haven't been attracting the best talent out there, your job listings might be to blame. Vague, unenthusiastic job listings attract the unambitious, desperate candidates, and those aren't the people you want to be attracting. 

You want to attract the go-getters, the sales reps who have outgrown their current positions and are looking for growth opportunities. If you start your sales recruiting process with a killer ad, you will find that you have better candidates to choose from. When you write your killer ad, don't forget to include the following: 

  • Job Title and Summary
  • Key Responsibilities
  • Company Overview
  • Location and Travel Expectations
  • Compensation and Potential for Bonuses

Remember to be specific and use direct language. Talk up your company; remember that you have to sell yourself in your job description to the best candidates.

2. Use Top Recruiting Sites

Where do most people search for jobs? Online. Find the top recruiting sites for your industry, and post your finely tuned job listing at each of those sites. If you've done your work creating an appealing job description, the resumes will begin to roll in. Reading through resumes and responding to each candidate can be a time-consuming process, so automate as much as you can. 

Make sure your sales recruiting process is as professional as possible. If applicants never hear anything from your company after sending in their resumes, they'll acquire distaste for your brand, and in sales, you simply can't afford this. To be efficient and professional at the same time, send an automated message to each candidate who emails an application. Your message can be as simple as, "Thank you for applying for this position”.

3. Step Up Your Interviews

Ultimately, your sales recruiting process should lead you to successful interviews with your candidates. Your first round of interviews should be brief; these interviews are just to narrow the field for the in-person interviews. Phone interviews are generally sufficient in a normal sales recruiting process. Your phone interviews simply confirm a candidate's experience and give you an impression of his or her personality. These interviews can be very brief; you can learn enough to make a decision about a first-round candidate in just three minutes. 

Your in-person interviews should be longer, around 30 minutes, in most cases. To keep control of your sales recruiting process, be aggressive and make your candidates sell themselves to you instead of selling your company to them. Don't go easy on your candidates because your prospects certainly won't. See if they're genial enough to break the ice with a tough, cold interviewer like you. 

Your sales recruiting process can play an integral part in the success of your company. Without a solid sales recruiting process, you may hire people who are barely able to handle the rigors of their jobs. When your recruiting is inspired, however, you can staff your sales team with the very best in the industry.

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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