Success in sales requires specific skills used at the proper time to execute a strategy. The most critical piece of hiring salespeople is to identify the right skills needed for your specific sale. No two sales go down exactly the same way so the important variable is to define the parameters of the sale. What efforts are required to close one "typical" sale? This information provides the baseline for successful hiring. From there, the right candidate skill set can be matched against the ideal sale.

Each salesperson is objectively assessed against top performing salespeople in 6 distinct stages: 

Prospecting – identifying prospective companies to approach regarding your product or service offering.

Greeting – phoning, emailing or meeting the prospect for the first time.

Qualifying – determining the prospect’s needs, budget, decision process and time frame.

Demonstrating – presenting a particular solution to the prospect’s specific needs as determined in the previous steps.

Influencing – building confidence in the proposed solution and addressing follow-up questions and clarifications.

Closing – handling objections and asking for the business to bring closure with the prospect and the proposed solution.

Click on the links above to learn more about each of the 6 sales stages.