Newspaper article St Louis Post-Dispatch (MO)

Follow These Guidelines to Hire Effective Salespeople

Newspaper article St Louis Post-Dispatch (MO)

Follow These Guidelines to Hire Effective Salespeople

Article excerpt

Q. I have not had much luck in hiring good salespeople. How can I find good people?

A. Failing to hire the right salespeople causes many problems, including losing time, effort, money, good customers and potential buyers.

Use these guidelines when hiring salespeople:

Make sure you have an updated job description that realistically reflects the duties and responsibilities of the position. Include required experience, education level, knowledge of the product or service being sold, etc.

Be clear about your needs and specific job requirements, as well as your office environment and working conditions. Never glorify the sales job or company nor the opportunity of working for you.

Ensure that the person who is offered the sales position mirrors the attitudes and values of your company. Don't fall into the trap of thinking that you can "change" a person with management techniques. That's akin to trying to change your spouse after marriage.

Carefully prepare for the interview with written, insightful questions. Coordinate your interview with other staff members who have input in the hiring decision.

Ask your applicants to describe their accomplishments and verify these with job references.

Dudley Hudgins, president of DH Associates, a sales consulting firm in Kansas City, says it's a myth that salespeople are born, not made. The skills needed to become a top salesperson can be taught if a person has a genuine desire to learn. …

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