How do you pick the right salespeople?

One of the two biggest challenges for small B2B Business owners is Getting the Right Salesperson in the Right Role!!! This week, we provide information to help you improve your salesperson selection process.

• We start off with an article that I share with you on my recommended best practices.
• Second, we share an article from the HubSpot blog on hiring salespeople.
• Next, John D’Annunzio provides what works best for him in his experience as a Sales Manager.
• Our last article comes from a fellow trusted advisor, Steve Goodner, and his recommended hiring practices.

You will see a theme throughout that focuses on identifying the right role, defining what you are looking for, understanding the job fit and making sure that your candidate fits the job, the company and the culture that you are looking for.

Our Recommended Reading this week is “Hire Right, Higher Profits” where Lee Salz shares his best practices. Lee views hiring of salespeople as a revenue investment.

We hope that you will find a few golden nuggets here to help you place the Right Salesperson in the Right Role in your company!

As always, we welcome your feedback. Feel free to simply reply to this email.  I look forward to your input.

In determining the right people, the good-to-great companies placed greater weight on character attributes than on specific educational background, practical skills, specialized knowledge, or work experience.

Jim Collins

Frustrated? Hire the Wrong Salesperson? Again?

by David Wuensch

Getting the right person in the right seat on the bus is easier said than done, especially in the world of sales.  Sometimes, it seems like the best sales job the salesperson ever did was selling the sales manager on the notion that they were the person for the job. Unfortunately …

Hiring Salespeople

Hiring Right In A (Post) Covid-19 World

By Steve Goodner, Goodner Strategic Consulting

It may seem too early to even think about hiring new talent as we all figure out how to navigate the new reality caused by the pandemic. While many organizations are going out-of-business or laying employees off to survive, there will come a time in the future ….