When you need to fill that empty chair or two on your sales team, you cannot afford to make a mistake. A poor hire would be disastrous in terms of wasted time, unhappy clients and the slow-down in sales performance. The right hire is critical.
To find the right sales person, you need to ask the right initial questions to best qualify their interest and alignment with your company’s sales and marketing strategies, organizational culture and workforce plans.
Other than getting aligned on compensation, the right initial qualifying questions come right out of your consultative selling training methodology. Just as you need to learn about your customers’ true needs to provide a true solution and qualify them in terms of their timing and the urgency of solving the problem, you should uncover the true motivations of a potential new sales hire.
To qualify them, ask these three high-level questions:
1. What are your personal and professional challenges and goals?
2. What are you looking for in a new position with a new organization? Why?
3. Why are you considering a change now and how would a change help you?
Until you know the answers to these questions and find that they align with what your sales team needs to be successful, you cannot be sure you have found a good fit for your sales organization.
Learn more by going to http://www.lsaglobal.com/solution-selling-training
Learn more by going to http://www.lsaglobal.com/solution-selling-training
