For those hiring authorities who do not have any background in Sales, it can be a challenge to really know if they are making a good hiring decision when interviewing prospective sales candidates. Aligning your selection process to make a clear connection between people and jobs is critical.
In a recent conversation with a small security corp. the sales Manager said, ” I look at it this way, anyone that has been in sales must have some talent.” I said, “Sure, everyone has talent…however, not everyone has the talent to do what you need them to do given the role, your expectation, environment and culture. As you look at candidates, the success they have at other organizations doesn’t always translate to the success they will have at yours.”
Many things influence success:
- Track record
- Sales skills
- Business acumen
- Biz development
As you prepare to start interviewing for your next rockstar take a minute to think about this: What are the critical success factors, those things that most influence success or failure for this role, and are needed for this position?
Have a few minutes? Read the attached PDF from Aberdeen: Aberdeen-sales-performance-optimization and check out the following Slideshare presentation