Hiring effective salespeople is critically important. An unsuccessful hire can cost a company thousands in recruiting costs, training costs, lost productivity, lost opportunities and lost business.

Below are some tips that can help you identify and select top sales talent.

Define what you want. Begin by selecting the criteria your sales people need to have in order to win and retain customers. These criteria should not zero in on technical skills and education, but rather should focus on the necessary skills, experience, attitudes, habits, strengths, and motivations to sell your product. (more…)

We’ve all heard the statistics that 80% of sales come from 20% of the sales force. What is it about this 20%? What it is that makes them so successful?

Whether you’re writing a job description for an open sales position, interviewing for a sales person, developing a sales professional, or wondering whether you yourself would succeed in sales, consider these characteristics that describe successful sales professionals.

1. They have a high level of confidence and self-esteem. Their inner beliefs are reflected in their behaviors – to put it bluntly, they look and act like winners. Facing and overcoming obstacles is second nature, and when faced with rejection, they remain persistent, resilient and tenacious.

2. They have initiative and a strong desire to succeed. They know what they want. They start by visualizing it. Then they plan a strategy by setting concrete, achievable goals, and then they take action to make it happen.

3. They ask quality questions. Asking clients targeted questions that uncover their goals, motives, concerns and hesitations is an imperative step in the selling process. Once identified, pros know best how to position and sell their products.

4. They are careful listeners. Asking quality questions and being a careful listener go hand-in-hand. Top sales people know it is important to listen carefully in to in order to determine clients’ current business situation and buying needs. Then, in order to ensure they understand the situation, they summarize clients’ comments. For example, they say, “What I hear you saying is…”, or “It sounds like you’re saying.…” When they use active listening skills, they are rarely perceived as pushy.

5. They are problem solvers. Successful sales people are innovative, and they demonstrate their value to their clients. They quickly and decisively assess situations and come up with creative approaches to improve the current results. They become valued and trusted advisors to their clients when they supply them with products that meet their needs.

6. They are persuasive, enthusiastic, and passionate. Sales professionals quickly build a rapport between themselves and their clients. They have a passion regarding their products and their ability to provide solutions. Their enthusiasm is contagious and clients are often swept up in the momentum of it. They are able to help clients see the value of their product and visualize the improvements it will bring.

7. They are loyal and have integrity. Being loyal, honest, responsible, and dependable are critical traits in the sales/client relationship.

8. They have a willingness to learn. Becoming an expert or consultant gives the sales professional credibility, and keeping current on sales techniques and product advancements is an absolute necessity. Top sales professionals attend seminars and classes, read trade magazines and books, and many find and/or act as a mentor.

Some of these above mentioned characteristics are innate, but many of them can be learned and honed through training and on the job experience. Bear in mind, customers accept the image put out there to them – therefore, sales professionals need to act the way they want to be perceived.

We’d had enough. Our old procurement system was antiquated and failing. The “band-aids” used to keep it chugging along were no longer good enough, and worst of all, we felt our customer service was suffering as a result. We’d effectively proven our case, and a good bit of cash had been put into the budget for a new system. We’d done our research and had narrowed the field to three suppliers.

Our first sales presentation was scheduled for 10:00, so around 9:55 we gathered our notes, research, presentations, and questions. With coffees in hand, we headed down to the conference room chatting like children going to Disney World for the first time. We were oh-so-prepared to be wowed. (more…)

As you plan your future career, are you considering an entry level sales position? If you are, you’re not alone. The options available to people in sales are unlimited and so are the potential earnings.

With that said, the only way you’ll find yourself selling is to ace your interview. Here are some tips on how to prepare:

Thoroughly prepare for the interview.

Research shows that job seekers spend thirty job-search hours to land an interview and about one hour preparing for an interview. This is not the way to go. Several days before your interview thoroughly research the company. (more…)

Job board, Daily Sales News, corporate critics all its way before 2011!