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“Just yesterday we interviewed a candidate who failed your prescreening tests, but sounded great on the phone. We walked away from the interview thinking that it was a waste of time. We should have trusted the system more." -- Stratis Narliotis,CEO, Millenium Surgical Corp., Haverford, PA "The thing I like the best about the AHS System is the time it saves me. I don't even have to meet with a candidate first to figure out if they have sales
potential." "It amazes me that any manager would consider hiring a salesperson
without using your Personality Profile…. Invariably, when we ignore
the results of the Profile and hire by “gut” feel we end up
in trouble." "The Advanced Hiring System™ manual on hiring has so much practical
information on hiring salespeople. It alone is worth the price –
and you gave it to me as a bonus!"
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Secret Tips for Hiring Better Salespeople Part 2
Here are more hiring tips for salespeople. We showed this list to some management consultants we know. They asked us not to publish the list. We showed it to some sales managers who said they were going to paste it to their walls as reminders:
- Aim to have 50 applicants (and never less than 25) for every position you hire for. Statistically, less than 25% of the people in the world who call themselves salespeople can really sell. Assume that half of your pool is made up of inexperienced salespeople. So, if you want to pick from 5 candidates, you’re going to need these kinds of numbers.
- Send rejection letters to every candidate that is not selected. It’s courteous. Additionally, you may need to hire them if your first hire doesn’t make it or you may find them in a position to help you make a sale. Fate is strange.
- Resist the urge to go back to your old way of hiring. It hasn’t worked so far, unless you consider 2 out of 3 sales hires failing as a success.
- Seriously consider conducting a Hiring Seminar as the first step in your hiring process. It is by far the best use of your time in starting large numbers of applicants into your Hiring Funnel.
- Think of your hiring process as a “system”. Always remember “the system is the solution.”
- Keep good records every time you run a Hiring Funnel. Things to record in your Hiring system include: the ad, what media you used, placement in the media, external events going on (holidays, weather, natural disasters), names, addresses and phone numbers of all callers and who showed up for an interview.
Although hiring a salesperson can be a lot of work, the reward, in terms of revenue to your company, is huge. Hiring right is worth the time you invest.
Become the best sales manager you can become. The best salesperson does not usually make the best sales manager.
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