Recently, I’ve been helping clients with a fundamental step. The transition from being the managing director or the business owner that does all the sales, to hiring the first person in sales or business development.
This is a pretty big step for any business, as you can imagine, there are some things that must be considered in order to have an excellent hiring process where you can make sure that you have the right people and also, that you know what to do with them after they’ve been hired.
What I’ve seen happen over the years is that people tend to make one or all of the four mistakes I’m sharing with you today when they choose to hire a salesperson.
Let’s start from the very beginning of the process, which leads us to the first mistake. People often don’t create a profile of the person that they want.
You are so much more likely to attract the type of person that you want if you can work out who they are. It’s just like working out your ideal client. How old do they need to be? Are they male? Are they female? Are they already in a job? Are they working in the industry?
You have to put that profile together. That way, when you write the ad, that person is going to read it and they’re going to go, “Wow! that’s me”. If the ad looks too generic it doesn’t speak to anybody in particular, therefore, you are going to get all sorts of the wrong people, making the whole process a waste of time, which is obviously not what you want it to be.
Creating the profile of the person that you want makes it a lot more likely for you to attract that person. If you can attract them, you can hire them, but there are some intermediate and later steps that are usually done wrong as well.
You might have salespeople in place, you might have a sales team in place, and you might be wondering why they’re not hanging around, or why they’re not selling stuff. It might not just be because your sales process is flawed, it might be because you have a recruitment problem or a selection problem, rather than an actual sales training problem.
These four fundamental flaws that people tend to fall into when they go through the hiring process produce a lot of complications and issues. Listen to this episode to know what these four mistakes are, to identify if you are making any of them, and most importantly, to get over them having the tools needed to develop a hiring process that is reliable and consistent.
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