We all agree that a lot of mistakes get made by owners when hiring sales people. These mistakes often begin when developing the job description and trying to identify the key attributes that a sales professional must have in order to be successful in your company.
What do you believe are the attributes of a top sales producer? Do they require industry knowledge, product knowledge, client knowledge, a large Rolodex? Do you know anyone in your company or your industry who has all of the above listed attributes yet is unsuccessful in sales? Why is that? Might it be that there are other attributes more critical to success than these items alone? While these different types of knowledge can be helpful, they are not the most critical attributes that determine future success.
Think about the last time you had a positive encounter with a salesperson (it might have been awhile, but try to jog your memory). What did they do? Were they quick to develop the relationship and put you at ease? Did they ask questions to learn more about you to correctly understand your needs? When you responded to these questions, did they listen to you, not selectively but empathetically, to completely understand what you need, why you need it and what would happen if you didn’t satisfy that need?