In the intricate realm of sales, hiring managers often grapple with the challenge of discerning the ideal talent amidst a sea of qualified candidates during the hiring process.
Choosing between candidates A, B, or even C becomes a daunting task when all seem to possess the necessary skills. Sales professionals, adept at delivering compelling self-pitches, make the decision even more challenging as their livelihoods hinge on this skill. The question arises: How does one navigate this intricate decision-making process?
From the initial briefing between the hiring manager and the agency, clarity and agreement on skills and experience essential for successful talent are paramount. The array of titles, types, and selling disciplines—hunting, business development, market information gathering, pitching, upselling, cross-selling, deal building, and closing—further complicates the decision-making landscape. They are not all needed so it’s crucial for organizations to avoid the trap of onboarding someone claiming to excel at everything.
Such a goal is not only impractical but counterproductive. No matter how talented or experienced a salesperson is, expecting them to excel in all areas is an unrealistic standard that should not be the aim of any hiring manager.
Once the skills and experience criteria are agreed upon, it’s time to curate a shortlist. However, what if the hiring manager is faced with several seemingly “perfect candidates”? What criteria should be employed to make the final decision?
Enter Sales Excellence—a revolutionary sales assessment tool designed to evaluate the specific skills and experiences required for a particular role in a selling environment. This tool empowers the hiring manager to make informed decisions with a high degree of accuracy based on the outcomes of the assessment.
Should a candidate not meet the assessment criteria, the hiring manager can efficiently filter out candidates who may not align with the company’s needs. The assessment is customized based on the output of a comprehensive briefing between the hiring manager and his search agent, ensuring it captures pertinent information regarding the candidate’s skills and experience.
The results? Improved candidate quality, cost reduction, time savings, a competitive advantage, and the satisfaction that comes from knowing that data-driven decisions increase the likelihood of making the right hire. This bespoke assessment, coupled with a strong, trusting relationship with your search agent, significantly reduces the risk of hiring the wrong sales talent.
Beyond the hiring process, Sales Excellence serves as a versatile tool. It enables benchmarking of the team against criteria, identifying areas where training is needed and allowing for fine-tuning efforts based on what works best in your market. In essence, it’s a comprehensive solution that goes beyond recruitment, providing ongoing insights for the continuous improvement of your sales team.
I look forward to telling you more so please call me for a chat and a better understanding.
