Why do 20% of your sales people produce 80% of your sales?????

All good salespeople can sell themselves in an interview.  So, how do you separate the “interview pros” from the legitimate sales pros?

Want a sales pro?  Hire a DOG.

At one point in my career, I was the VP – Sales for a 300-person sales team. When hiring a sales pro, I always looked for a DOG.  A person with a strong sense of urgency plus D = disciplined, O = organized and someone with G = grit (courage, toughness).

I’ve interviewed plenty of DOGs that I didn’t hire.  Yes, they had the basics, but those individuals didn’t fit my management style or the

company’s culture.  Before making any hiring decision, I had to answer “yes” to these five questions.

  •   Do I want to work with this person?
  •   Would I want this person calling on me?
  •   Can I trust this person?
  •   Is this a “we” person or an “it’s all about me” person?
  •   Will this candidate represent the company’s core values?

To help answer these questions:

I developed two strategic hiring forms and used the PXT Select – Sales pre-hire assessment to measure 20 items including the candidate’s problem-solving skills, behavioral traits and interests.  The candidate’s results were compared to a benchmarked of my current top performers.

Additionally, the report includes interview questions and invaluable insight on the candidate in seven (7) sales critical areas:

  • Prospecting
  • Building and maintaining relationships
  • Closing sales
  • Self-starter
  • Resourcefulness
  • Coachability
  • Working with a team

These tools gave me the confidence that I was making the right decision.  Is hiring your competitive advantage?

How can we help you hire more Sales Pros?

We deliver actionable information to help you hire top people who fit your culture, your manager and your position.  We offer a free 30 -minute consultation to discuss your specific needs. Call today

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John Bishop