Here’s a quick summary of takeaways from Kevin’s session:
Prior to interviewing, huddle with your sales team and brainstorm which personal qualities are absolutely necessary for being successful in a sales role. Organizational skills, active listening, negotiation, competitiveness, industry expertise -- anything deemed a critical asset in your sales toolkit. Next, prioritize and define each characteristic.
In Kevin’s experience, there are three primary characteristics leading salespeople innately exhibit. The need for achievement, competitiveness, and optimism. Collectively, we call these drive. In order to determine the level and authenticity of these three qualities in a candidate, here are some key questions to ask during the interview:
Need for Achievement: This is the highest weighted characteristic of drive. It’s the burning desire to achieve high goals. It’s a strong work ethic. Individuals with the need to achieve are hard-wired to make sacrifices in favor of their career and work success.
Competitiveness: Truly competitive individuals love to win, and hate to lose. They view many situations in life as being competitive situations - the treadmill at the gym, driving in rush hour traffic, winning new business, competing with fellow salespeople.
Optimism: Optimistic people have a thick skin and a disregard for reality. They brush off rejection and carry on.
To learn more about hiring your next sales all-star, Tweet Kevin at @kevinsgaither and ask for a free sample of the Inside Sales Sample Benchmark.