SalesManage Solutions

A Best Practice Recruiting System for Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 09, 2008 | about Coaching
A Best Practice Recruiting System for Salespeople

“Yes, we’ll meet our numbers, It’s my job.“ 

That’s what Jack Plating, a President with Verizon, once told me in response to my end-of-the-year question,

“Are you going to meet your numbers?”

Sales executives want to meet their numbers.  However ... very few companies train their managers to recruit well USING present day selection methods.  For example, many do not know that validated personality profiles (, as a part of a recruiting system, will help them:

- Decrease new salesperson ramp up time
- Increase first year production
- Increase retention

A best practice recruiting system contains a process that uses state-of-the-art selection tools at three (3) stages of a recruiting funnel - Above the funnel, great managers learn to use several sourcing methods to bring candidates into Stage One - Screening.

1. Trait Screening
2. Validated Profiling
3. Structured Interviewing

There are three problems above the funnel.

Problem #1 ...
Most sales managers cannot tell someone the top 3-6 personality and character traits important for their sales position - natural and learned traits necessary for sales success.  So, how can they screen for them?

Problem #2 ...
Sales managers rush too few candidates into unstructured interviews and make quick hiring decisions under pressure.

Problem #3 ... 
Sales managers do not employ several sourcing methods to bring enough candidates into the recruitment process. So, they panic and act with haste as they look at a candidate through rose-colored glasses - making quick decisions because of cash flow needs.

Here a solution to problem #1…
Ask yourself three questions, “What changes has your company and industry experienced in the last 1-3 years.  Then, “What challenges, in order of priority, face the sales organization as a result of those changes.  Now, your ready for the final question. ”What will be the traits of high performers for your company and industry - to handle the changes and meet the challenges.“  This final question should bring out a lot of excellent traits required for your sales job.  Prioritize these into the top 5 traits for success.

Solutions do exist for problems #2 and #3.  A best practice recruiting system contains specific tools and skills, that when used in the process outlined above, impact the quality of new recruits - their 1st year production and retention.  Lance.

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