1. Analyze your current top performers
Take a look at the top 20% of your sales staff to determine what characteristics need to be in place for the employee to succeed. For example, you may find that you have some employees who are very good but not great and others who are average or below average. If this is true, then it's time to ensure that everyone on your team has all of these traits.
2. Translate the top performer characteristics into your job descriptions
Don't just write out a bunch of requirements. Write a job description that shows you're looking for more than hard skills. Instead, focus on soft skills like communication, leadership, integrity, etc. This will help ensure that when an applicant applies, they match up with your company culture.
3. Use a scorecard
Once you have the characteristics of the top performers at your company, create a scorecard for all interviewees to use. The scorecard should include questions about their soft skills as well as hard skills. It's important to note that if someone doesn't perform well during interviews, don't hire them! They won't do any better once hired, either. So take the time to evaluate each candidate before making a decision.
4. The Interview
After creating the scorecard, give it to every interviewee before the interview. Then ask open-ended questions during the interview process. For example: "Tell me about yourself" or "What would you say was one of your greatest strengths?" These types of questions allow candidates to talk about themselves without being asked leading questions.
5. Make decisions based on data
Base your hiring decisions based on data and not gut feel. Of course, your gut can betray you, but hard data and facts are never wrong.
6. Take them for a test drive
Give them an assignment and see how they perform. For example, if the position requires hunting and cold calling, give the candidate a list of 100 people and a script.
7. The job offer
If they perform well during the test, it is time to make a job offer. Once you know who you want to hire, extend the formal job offer as quickly as possible.
Hiring top-performing sales professionals does not need to be complicated. Follow these steps, and you will soon be filling your sales team with superstars.
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