How to Hire Successful Sales Reps
by Mike Brooks, Mr. Inside Sales
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even spring for some high priced fancy sales aptitude matrix tests.
Even with all that, however, many sales managers still haven't found a way to identify who will actually perform well and work hard, versus who will merely show up, take up space and drive up costs by sending out brochures, running up phone bills, squandering leads etc. “How can you tell?” They ask me.
Well I've got good news for you. There is one technique that I've used successfully for years that will immediately separate who is for real and who's not. It doesn't require any special tests, it can be done on the first interview, and it will always tell you what kind of sales rep you’ve got in front of you. Here's what you do:
During the course of the interview simply describe the service or product you're selling, and ask them if they think they would do well selling it. Almost all that will say, “Oh, of course!" (Those who don't dismiss immediately!)
After that, tell them you want to get an idea of how they would handle some of the common objections you get this sale, and then give them three or four objections (one at a time, of course) and let them respond to them. That's it!
Several things happen here -- all of which accurately reveal what kind of sales rep you're dealing with. They usually fallen into three categories:
The “A” Players -- The top reps or sales reps who are well-trained and confident, will handle each objection with a recognizable rebuttal, and the really good ones will even ask for the sale at the end. You will instantly know who they are. You hire these reps right away.
The “B” Players -- This group of sales reps will also answer the objections, but their responses will be less polished. With this group the lack of any formal training will show through, and you will be faced with the decision of whom you think can or can’t be trained. Part of this group will be uncomfortable with the objections and you will be able to tell that they probably never will be comfortable with them. Your choice of who to hire from this group should be pretty clear.
The “C: Players -- A common response from this group will be something like this: “Well, I really don't know your product so I really wouldn't be able to answer these objections." What they're really saying, of course, is that they have no idea how to respond to an objection, they have no confidence, and the reason they are here looking for a job will be glaringly clear to both of you. You pass on this group altogether.
Try this powerful technique during your next interview. You will be amazed by how well it works. Simply give them an objection, then sit back, listen and observe. You will know instantly if you're dealing with a real closer or someone who is just going to fill a chair. Happy hiring!
If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm
Tuesday, September 25, 2007
5 Secrets to Exercising Authority
by Mike Brooks, Mr. Inside Sales
If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose their ability to successfully direct their teams because they are afraid of exercising this authority for fear of alienating other team members.
The problem is that most managers and other figures of authority -- Directors, V.P.’s, Business Owners -- have never been taught how to properly exercise authority and command respect as leaders.
If you find yourself in this position, follow this proven, 5-step method for exercising authority. It will not only get results, but it will establish, or re-establish, your role as leader of your sales team or department.
#1) Make sure your instructions are clear. Having ambiguous goals, or methods of achieving them, automatically undermines your authority and dooms many projects from the beginning. Rule #1 -- be clear on the goal and the instructions on how to accomplish it. After you have delivered them, ask your team if they have any questions about what is required, so problems can be cleared up from the beginning.
#2) Encourage people to approach you if they run into problems. Establishing open communication and feedback early on is crucial to avoid big disappointments later. Helping team members resolve problems as they arise ensures quick resolution, continued progress, and good morale.
#3) Take action quickly when you learn of any real problems. Failing to act quickly once you learn of a problem, or putting it off for days or weeks, not only undermines your authority, but kills morale and confidence. Problems tend to get bigger the longer they go unresolved, and your job as a leader is to solve problems not avoid them.
#4) Insist your team report all the news -- good and bad. So many companies treat bad news like the plague. Sales teams are taught to “always be positive," but an attitude of “always be accurate and let's find a way to succeed," is more productive (and realistic). In meetings and one-on-ones, your goal should be to motivate as well as problem solve. Always encourage your team to report all the news.
#5) Use crises as an opportunity to develop people. You are a leader for a reason! Rather than shy away from a crisis (a big deal lost, unexpected bad news, major delay in delivery, etc.), teach your team members how to find opportunity in crises and how to grow as professionals and as people. Focus on the skills or attitudes that are needed to overcome the situation, and work with them to develop and strengthen them.
This 5-step method to exercising authority is powerful and will establish you as a leader and as the “Go To" person in your company. And isn't that why you are in a position of authority to begin with? Redefine your position of leadership by using and expanding on the 5 secrets above, and involve and build your team while you lead them to greater heights.
If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm
by Mike Brooks, Mr. Inside Sales
If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose their ability to successfully direct their teams because they are afraid of exercising this authority for fear of alienating other team members.
The problem is that most managers and other figures of authority -- Directors, V.P.’s, Business Owners -- have never been taught how to properly exercise authority and command respect as leaders.
If you find yourself in this position, follow this proven, 5-step method for exercising authority. It will not only get results, but it will establish, or re-establish, your role as leader of your sales team or department.
#1) Make sure your instructions are clear. Having ambiguous goals, or methods of achieving them, automatically undermines your authority and dooms many projects from the beginning. Rule #1 -- be clear on the goal and the instructions on how to accomplish it. After you have delivered them, ask your team if they have any questions about what is required, so problems can be cleared up from the beginning.
#2) Encourage people to approach you if they run into problems. Establishing open communication and feedback early on is crucial to avoid big disappointments later. Helping team members resolve problems as they arise ensures quick resolution, continued progress, and good morale.
#3) Take action quickly when you learn of any real problems. Failing to act quickly once you learn of a problem, or putting it off for days or weeks, not only undermines your authority, but kills morale and confidence. Problems tend to get bigger the longer they go unresolved, and your job as a leader is to solve problems not avoid them.
#4) Insist your team report all the news -- good and bad. So many companies treat bad news like the plague. Sales teams are taught to “always be positive," but an attitude of “always be accurate and let's find a way to succeed," is more productive (and realistic). In meetings and one-on-ones, your goal should be to motivate as well as problem solve. Always encourage your team to report all the news.
#5) Use crises as an opportunity to develop people. You are a leader for a reason! Rather than shy away from a crisis (a big deal lost, unexpected bad news, major delay in delivery, etc.), teach your team members how to find opportunity in crises and how to grow as professionals and as people. Focus on the skills or attitudes that are needed to overcome the situation, and work with them to develop and strengthen them.
This 5-step method to exercising authority is powerful and will establish you as a leader and as the “Go To" person in your company. And isn't that why you are in a position of authority to begin with? Redefine your position of leadership by using and expanding on the 5 secrets above, and involve and build your team while you lead them to greater heights.
If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm
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