Article by Christine Krenek, from Profiles International.
Whether you’re a small retailer or the world’s largest technology company, you need the best-fit sales employees to succeed.
Recruiting and selecting effective sales reps is critical for any sales organization! Take Apple Inc. for example, when you go into Apple stores across the country, you’ll find exceptional customer service.
An article from Forbes discusses how the tech company successfully hires their retail employees and what specific qualities they look for. The article cites that “Apple doesn’t look for exceptional intelligence or technical mastery,” instead here are seven characteristics the company’s hiring managers look for during their extensive interview process:
- Smile and be friendly
- Demonstrate passion
- Don’t worry about not initially knowing the products
- Speak up and demonstrate confidence
- Interact with the group and ask for help
- Show a commitment to the customer
- Talk with humility
Looking at these qualities, Apple clearly focuses on hiring great “sales attitudes” that fit their organization and values.
All sales organizations and positions are different. For example, over the counter sales positions are very different from on-the-road, door to door sales reps. Different sales positions call for different types of employees. As Philip Shuler, a Senior Strategic Account Manager at Profiles International, says, “It takes a different type of sales person to sell a Bentley than it would to sell a Kia.”
So how do you know if a new sales representative will fit your organization’s needs? The answer is simple: assessments! Sales assessments make sure you hire the right person for the right job position. Pre-screening and skills tests, like the Profiles Sales Assessment™, ensure you hire the best-fit reps for specific sales positions and reduce common problems such as turnover and not meeting revenue goals.
Similar to Apple’s hiring criteria, the Profiles Sales Assessment™ measures seven critical sales behaviors. These behaviors paint a picture of each sales candidate or employee and ensure you select the one who is most likely to be successful for a specific position. These behaviors include: prospecting, call reluctance, closing the sale, self-starting, working with a team, building and maintaining relationships, and compensation preference.
Learn even more by watching a video of Philip Shuler discussing how to “Enhance Sales Recruiting and Staffing”
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