A sales manager’s primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging.
When you recruit the right person you will find that they’re self-motivated and eager to train. Conversely, if you hire someone that is not suited for the position, you’ill experience low morale, high turnover and find yourself constantly in the training mode.
While there’s no perfect system that can guarantee you’ll hire the right person every time, there are basic guidelines you must follow if you expect to recruit your way to the next level.
First determine if you are a buyer or seller . It pays to be patient and selective during the interviewing process. What you’re looking for is a hard- working, self-motivated, team player and not just a warm body to fill the position. By approaching the interviewing process with a buyer’s mentality, you’re more likely to maintain your objectivity and hire a long-term top producer.
During the initial interview, most sales...
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