The ONLY Way to Hire High-Performing Salespeople

Hiring salespeople is a significant investment, and when they don’t meet your expectations, it’s not just disappointing—it’s a costly mistake. Salaries, lost opportunities, and the effort of onboarding can all add up. As your business grows, moving from founder-led sales to a team-driven approach becomes essential. That’s why getting the right people on board is absolutely crucial. Let’s dive into the strategies that can help you hire high-performing salespeople who will drive your business forward.

Define the Role Clearly

The first step in finding the right salesperson is to have a clear understanding of the role you need to fill. Here’s how to go about it:

1. Identify the Specific Role

Think about where this person fits into your sales structure. What exact role do you need them to play? 

- Prospecting Skills: Do you need someone who excels at finding and qualifying leads? Prospecting is the first step in the sales process and having a specialist can ensure a steady flow of potential clients.

- Social Research and Rapport Building: In today’s digital world, building relationships online is crucial. Do you need someone who can effectively engage with prospects on platforms like LinkedIn or Twitter?

- Demo Specialist: Perhaps you need someone who is great at giving product demonstrations and can articulate the value proposition clearly.

- Proposal Creation: Are you looking for someone with strong technical skills who can create detailed, persuasive proposals?

- Networking and Connections: If you’re expanding into a new geography, like California, do you need someone with existing local connections to open doors for you?

- Closing Deals: Closing is arguably the most critical skill. Many salespeople can talk the talk, but can they walk the walk? Can they seal the deal and turn prospects into paying customers?

Consider the Experience

What’s the average deal size they’ve handled in the past? Not all salespeople have experience with large deals. Ensure the candidate has a track record that aligns with the size and complexity of the sales you’re aiming for.

Have a Sales Process in Place

A formal sales process is essential for training new hires and ensuring consistency. Do you have a well-defined sales process, or are you expecting the new hire to create their own? Relying on them to figure it out on their own can be a huge risk and lead to inconsistent results.

 Focus on Problem-Solving and Value-Adding Skills

Think about the specific problem-solving and value-adding skills you need. A high-performing salesperson should not only meet their targets but also contribute to improving your sales strategies and processes. They should be able to identify client pain points and offer solutions that go beyond just selling a product.

Create a Detailed Profile

The more detailed your profile of the ideal candidate, the easier it is to spot the right person. It’s like deciding on a Black Toyota Camry—once you know what you’re looking for, you start seeing it everywhere. Here’s how to craft a comprehensive profile:

- Skills and Experience: Clearly list the skills and experience needed. Be specific about the technical and soft skills required.

- Personality Traits: Consider the personality traits that would fit well with your company culture and sales team.

- Performance Metrics: Define the performance metrics and goals you expect them to achieve.

 Be Realistic and Strategic

Expecting one person to have all the skills you desire is a tall order. The higher the skill set you expect, the more candidates you’ll need to evaluate. Just like in marketing, hiring has its own funnel. To find one top performer, you might need to:

1. Shortlist 25 Profiles: Start with a wide pool of candidates to increase your chances of finding the right fit.

2. First-Level Interviews with 15 Candidates: Conduct initial interviews to assess basic qualifications and cultural fit.

3. Second-Level Interviews with 7 Candidates: Dive deeper into their skills, experience, and suitability for the role.

4. Final Selection: Choose the candidate who best meets your detailed profile.

Summary

To hire high-performing salespeople, the ONE thing you need to focus on is creating a detailed profile of the candidate. This detailed approach helps you identify and hire the right person, ensuring your sales team’s success and driving your business forward. Change your thinking, change your results.