HIRING THE RIGHT PEOPLE

Hiring the right people is critical to your management effort. In order to find the right people you must have a plan. You must interview in the proper manner, ask the right questions and be prepared to operate shorthanded if you cannot find them.

A customer not waited upon promptly is bad, a customer waited upon by the wrong person is worse.

Use the following information to assure yourself your potential salesperson is the right one.

ASK YOURSELF WHY YOU ARE HIRING

You are to be congratulated if it is to replace a salesperson that received a promotion. If you are replacing a salesperson that was terminated or resigned ask yourself why.

• Did they resign and what were the reasons?
• Were they terminated ?
• What led to their dismissal?

If you honestly know the answers, great. If not read this information about your role as a manager before any further hiring.

CHARACTER

Does this person have the values I am looking for? Does this person have the work ethic I want? Is this a person of integrity?

ATTITUDE

Is this person enthusiastic? Does this person like people? What motivates this person? Does this person have a sense of direction?

APPEARANCE

What first impression will this person make on my customers? What is this person’s manner of dress? Do I detect any lack of personal grooming?

APTITUDE

What skills does this person have that will help them become successful in sales? Is their manner of speaking a positive or a negative? Is this person energetic? What, if any, issues would prevent them from being a great salesperson?

PERSONALITY

Is this person assertive? Is this person alert? What life experiences will be beneficial in their selling effort? Do they show a willingness to learn? Do they have empathy?

HIRING THE RIGHT PEOPLE IS NOT AN ACCIDENT

It starts before you begin salesperson interviews when you utilize a carefully crafted help wanted ad. Save time and money by doing it right.

Read the STAY ON TARGET module entitled Writing Effective Employment Ads by clicking here.

Make sure you never miss an update to the StayOnTarget training series. All you need to do is let me know where to send it.

Hiring the right people ? Train them

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