We have seen a seismic shift in the business landscape in twenty-four months. Bailouts, debt, unemployment, and tight capital markets are the norm. Businesses are spending but very carefully.
All of the companies we are helping to recruit great salespeople (yes, companies are hiring salespeople) have one question and one question only: “Can they find new business in our marketplace?” Great account managers, while skilled at what they do, without hunting and closing skills may become the next horse and buggy.
So what’s important and how do you find it?
- Can they sell in a fiercely competitive marketplace?
- Can they sell consultatively instead of presenting features, benefits and capabilities?
- Can they sell value?
- Can they hunt for new opportunities?
- Can they really work independently?
- Do they have closing urgency?
In the new sales landscape the answers to these questions are more critical then ever.
On a separate note can you or your sales managers truly mentor your existing sales force to do this? Do you really have the skills, desire, willingness and expertise needed? I save this topic for another posting.
The Express Screening peels back the onion and gives you answers. The first milestone is do they have the necessary motivation factors; second how many weaknesses do they have, third how severe are the weaknesses and then we answer the questions above.
This means it’s crucial you have an accurate, up to date client profile. If your criteria isn’t air tight, some candidates, that aren’t a great fit, may be recommended. A candidate who can sell but needs to be supervised may fail when expected to work independently. How you answered the questions two years ago doesn't matter. Put yourself in the shoes of your prospects and be honest, how would you react to a salesperson selling your products or services to you. The road has changed. It’s harder, rougher, more twisted and full of blind hairpin turns. The Express Screening when used properly will help you navigate better.