I recall reading the book “Hope is not a strategy” by Rick Page a few years back – a decent read for those in complex sales environments looking for some ideas on effective structure. Anyway, whilst that book is about sales strategy rather than sales recruitment, the fundamental principle is undoubtedly the same – to ensure success you need to have an effective and repeatable structure based upon sound reason.
So, whilst hope is good when playing the lottery, it’s not ok to simply hope that you hire the right salesperson. It’s far too important a decision for that!
Which approach do you take to hiring sales talent?
| Hope | Science |
| Assess talent based on appeal and looks | Assess based on capability |
| Ask about previous job | Conduct a thorough career investigation, including detailed reference checks |
| Ask about what they can bring to your company | Research what success they have experienced in previous roles |
| Make up interview questions as you go along – ‘winging it’ | Create a standard interview script to objectively assess all candidates |
| Select candidates for interview based on the best of who is available | Proactively seek out the best candidates |
| Recruit the best of the bunch | Recruit only once you have found someone who is certain to become a consistent contributor |
For help in identifying, attracting and recruiting the best sales talent drop us a line at clients@kingmanlennox.com or give us a call on 0845 388 7795.