Most companies struggle with hiring competent sales people. Recently I was helping a client hire sales people by pre-screening them on the phone. I asked the same questions of at least 10 different candidates to make sure there was a certain continuity and consistency. Rarely do I spend too much credence or time looking at their résumé. WHY? If I look at anything I will look and see what they have accomplished. My emphasis is on their behaviors, motivation, and skills and NOT experience.
It was amazing to me that each person I spoke to was an “experienced and successful salesperson”, many of whom have gone through well-known and respected sales training. Some had worked for major corporations. And yet, I noticed that there were some very disturbing traits in almost all the candidates.
Let me set the scene. I first called and if they did not answer I sent an e-mail asking to set up a time to talk. I did not want to interview them immediately because from experience many of them were applying to other jobs and this would give them time to prepare. Here were some of the common issues I discovered:
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Patti Wood, MA, Certified Speaking Professional - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com. Also check out Patti's YouTube channel at http://youtube.com/user/bodylanguageexpert.