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We want to do everything we can to guarantee that the people we recruit, interview, test, and assess all match a variety of qualities your new salesperson must possess. At Sales Focus Inc. these qualities are represented by the acronym SEARCH.
SEARCH helps us develop a picture of what the recruits -- and eventually the new hire -- will look like.
"S" - Skills: List general skills which will work for the successful salesperson within your company, as well as more specific skills related to the salesperson's job performance.
To help you get started:
 Ability to approach and engage others
- Capacity to analyze and manage problem situations
- Ability to present ideas clearly
- Ability to qualify prospects
- Ability to identify decision-makers
- Ability to close
- Capacity to address and overcome prospect's objections
"E" - Experience: The nature of the job itself and an understanding of the skills required to maximize performance in the job will let you know what you need to see in the candidate's background and experience. Based on developing job functions, goals, and quotas you can direct your attention to someone with experience similar to what will be required in the sales position.
List what you would expect to see on candidates' resumes with regard to experience and answer the following questions:
- What selling price range should the candidate be comfortable working within?
- What title of the person within targeted prospects should the salesperson be comfortable selling to?
- How many contacts need to be made to find a qualified prospect?
- How many different face-to-face prospect sales calls should be made to generate a proposal?
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"A" - Attitude: While experience helps us identify what a candidate has done, attitude tells us how the work was done and how the candidate was able to relate to and work with the team. The "how" can be as important as the "what," or even more important. Screen the candidates for the following effective "Attitudes":
| Destination & Compass |
- Has goals in writing
- Has plan in writing
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- Follows plan
- Uses tracking system
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| Outlook |
- Positive attitude
- Takes responsibility
- Self worth
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- Concept of the industry
- Concept of the market
- Concept for the future
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| Management |
- Supportive beliefs
- Ability to control emotion
- Need for approval
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- Ability to recover from rejection
- Relationship with money
- Bravery
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"R" - Results: We need to learn about the results the candidates have achieved. When a skilled salesperson with an attitude of a winner has an opportunity to perform, that person produces results. The best predictor of getting results in the future is having gotten results in the past.
"C" - Cognitive Skills: Refers to the candidate's capacity to learn the information and processes necessary to get the job done well. Cognitive capacity could refer to a salesperson's existing fund of knowledge about services as well as about a variety of approaches to selling. We can learn about the candidate's fund of knowledge by interviewing and also by standardized testing. Assessment tools will be used to measure a candidate's capacity to learn.
"H" - Habits: Habits are specific behaviors and approaches to getting work accomplished. People bring with them certain personal attributes that support their ability to develop the kind of habits that promote success in a sales position. References can help verify the candidates' work habits, as can statements made by the candidates during interviews.
The job market is soft, and finding the right person is actually more difficult due to the large pool of prospects. Setting up a process to effectively "SEARCH" for the best candidates takes effort, focus, and money, but getting the right team in place is priceless!
About Sales Focus Inc.
Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions. |
Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients! " Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.
For more Information or to see if we are a good fit with your company, contact us directly at 866.840.8305 or 410.442.5600, or send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Learn about a few of our numerous sales success case studies, some of the many clients we help, and request a free white paper while calling us or visiting our website.
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Sales Focus Inc.
3210 Florence Road, Suite B
Woodbine, Maryland 21797
P. 410.442.5600
F. 410.581.8306
Toll Free: 866.840.8305
URL: www.SalesFocusInc.com
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