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It is a BIG mistake to hire “seasoned” salespeople without running a SPQ assessment

Received a call from another very sad sales manager who hired a seasoned salesperson from a similar industry to sell his products and the salesperson is completely failing.

Just because someone has 30 years “selling” experience does not mean they will be successful in a new dynamic

Research shows that some top producing salespeople are simply good account managers.  They keep selling to their current customers, meeting their goals and everyone is happy.  It may have been years since they did any active prospecting for new customers.  They do not identify with being account developers.

What is the cost of onboarding a new sales person in time and money? For a nominal fee, what do you have to lose in assessing your seasoned sales candidate?

 

Tell me about your first selling experience.

My favorite interview inquiry is:  “Tell me about your first selling experience.”   Go ahead ask someone who enjoys selling!  They usually sit up and with great energy start talking about “selling rocks” or “selling newspaper subscriptions” or “selling girl scout cookies.”  It is so much fun to hear the stories and their interpretation of early success.

When I was five-years old, my neighbor Irena who was a volunteer for Veterans of Foreign Wars, asked me to sell poppies on Veterans Day to “everyone” in the neighborhood.  What a wonderful challenge.  I remember knocking on doors and if no one was home, I would go back until they bought a poppy.  When I gave Irena all the money plus tips, she was amazed and asked if I would sell more.  Sure!  I walked into the lobby of the car dealership in Coalville, Utah, and asked “who wants to buy a poppy?”  I sold every poppy in one sales call.  It was a thrill. Asking someone to buy and having them say “yes.”

On the other hand, ask someone who doesn’t particularly enjoy selling and usually their body language will say it all.  Sometimes they take a deep breath or sigh and/or if not particularly disciplined — even groan.

Salespeople who enjoy the selling process are golden!  They have what cannot be trained or coached into them — positive early memories that are wired into their brains.

Please start asking and share the comments!  We want to hear from you!