10 Pitfalls to Avoid When Hiring for Salespeople
For 12 years now, we’ve witnessed the same common problems in the sales interview process. In this blog post, we'll be exploring some of the most common mistakes that hiring managers make when hiring salespeople and how you can avoid them. With practical tips and insights, you'll be able to refine your hiring process, attract the best candidates, and build a high-performing sales team that drives growth and success for your business. So, let's dive in!
10 Pitfalls to Avoid
Hiring someone you really like without assessing their skills, experience and fit for the role is by far the #1 pitfall we see. It even happens to us. But liking someone is not enough to guarantee their success in sales. Dig to uncover their track record, their drive and their character. Remember that we're wired to gravitate towards certain personality traits in others. That's why hiring managers need to be more discerning when looking for great candidates.
Assuming that success at a competitor equals success at your company. Different companies have different products, markets, cultures and processes. A salesperson who thrived at one place may not be able to adapt to another. Keep in mind that differing levels of support between organizations can also impact a salesperson's effectiveness. Be sure to ask questions and gather information on how the sales team is structured in order to make an informed decision.
Giving an experienced rep too much freedom at the beginning of their career. Even if a rep has a lot of experience, they still need guidance and support when they join a new company. Reps often believe they want freedom, but results show that they perform best when given clear expectations, structure and KPIs. Having clear, measurable targets for each salesperson will help them stay on track and reach their objectives. Regularly tracking progress against these goals allows you to identify areas that need improvement and celebrate successes.
Neglecting to check references. References can provide valuable information about a candidate’s past performance, strengths, weaknesses and work ethic. To truly explore the candidate’s claims and determine their suitability for the position, it's crucial to reach out to their references and ask thoughtful questions that dig deep into their skills and experience.
Moving too fast - or too slow - in your hiring process can make or break your entire organization. Rushed hiring can lead to missed opportunities, while dragging your feet can give a competitive advantage to other companies. To ensure you make the right decisions in hiring - take the time to create a structured process that includes multiple steps, assessments, and interviews. This will help you find the perfect candidate for your team, ensuring success.
Not providing feedback or follow-up. Feedback and follow-up are essential for maintaining a positive relationship with candidates and ensuring a smooth hiring process. We can’t stress this enough: Provide feedback after each stage of the process and keep candidates informed about the next steps. Clients lose candidates all the time because of a lack of communication.
Overselling your company and/or talking too much can hinder your ability to assess the candidate's skills, personality, and motivation. Instead, prioritize listening and asking thoughtful, open-ended questions that encourage the candidate to share their unique perspective. We know this is tough for leaders who love their companies, but painting an overly rosy picture of your company can ultimately create disappointment for the candidate.
Underselling your own company. The only thing worse than overselling your company might be underselling your company. Go ahead and be brutally honest, but do not paint your company as unattractive or inferior to the candidate. You need to highlight the strengths and opportunities of working for your company and showcase your unique value proposition and culture.
Being unprofessional during an interview tends to attract other unprofessional candidates and repel disciplined, professional candidates. Avoid telling inappropriate jokes, badmouthing other representatives, or any behavior that could turn off a candidate. By all means, be real, be vulnerable, and be approachable. But always create a positive and respectful atmosphere during the interview to ensure a successful hiring process.
Neglecting to involve your team members. To ensure a successful hire, it's crucial to have a transparency stage during which candidates can interview their prospective peers and learn about the ins and outs of the organization. Such insights are vital for them to make an informed decision and determine if it's a good fit for both parties. -And hiring a salesperson not only affects you but the whole team and company culture. Therefore, it's wise to involve team members during the hiring process, asking for their perspectives on the candidate's fit and potential. Their input can create a sense of collaboration among the team and lead to increased engagement, leading to more successful hires.
Ask SalesFirst Recruiting for Help
Something as simple as avoiding common mistakes in the sales interview process can help you attract and hire the best sales candidates, build a high-performing sales team, and drive growth and success for your business. So, take action and refine your hiring process today! For access to the best sales talent in the nation, please reach out to www.salesfirstrecruiting.com!
