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5 Keys to Hiring

Melinda Brody And Company
www.melindbrody.com
407-294-7614


5 Keys to Hiring 

 

Hiring is a real skill and a critical one for the successful sales manager.  Here are five keys to successful hiring:

 

1.  Have a clear picture of who you want to hire.

We usually hire people according to four factors: work history, job skills, manageability and compatibility.  While job skills are the most critical, it is usually manageability and compatibility that determine the long-range success of the candidate.  Take a look at these four factors and prioritize relative to the job.

 

2.  Know how to conduct a quality interview.

Here are 8 tips to a great interview.

  • 1. Don't prejudge.
  • 2. Let applicant talk 80% of the time.
  • 3. Take notes and let applicant know you will be doing so.
  • 4. Be friendly!
  • 5. Show respect.
  • 6. Ask good questions.
  • 7. Allow enough time for interview.
  • 8. Eliminate all distractions.

 

3.  Ask quality questions.

Good questions are essential in an effective interview situation.  Here are some examples.

  • What is the most important thing you learned from your last job?
  • What is your greatest achievement at your last job?
  • What does being a "team player" mean to you?
  • What motivates you?
  • On a scale of 1-10, how would you rate your previous boss?
  • How will you generate traffic?
  • Why are you in sales?

 

4.  Pre-screen all applicants

Qualify all applicants on the phone.  How eager are they for the interview?  They need to SELL themselves to you in order for you to see their potential in selling your product or service.  Ask them to come to the interview with one marketing idea (even if you don't hire them, you may end up with several creative new marketing ideas!)

 

5.  Have applicants do a "Quick Demo"

The nature of selling is rooted in being able to think fast on your feet.  You will quickly see the pros from the rookies when you put the applicant on the spot.  I would recommend this at the end of the interview after you have a good feeling about them.  Just simply hand them an item on your desk (day timer, paper clip, scissors).  Ask them to study it for a few minutes and have them "sell" it to you.  What is their selling style?  Do they nervously machine gun all the features of the item and talk incessantly?  The applicant who takes a breath, ask you some discovery questions and personalizes the benefits is the obvious winner.

 

Hiring is one of a sales manager's most important tasks.  Do it wrong and you end up with a negative, unmotivated lazy "order taker".  Do it right and you are rewarded with a positive, proactive, professional sales consultant.

 

Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades.  She offers sales seminars, keynotes and video mystery shopping services for builders across North America.