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Select Metrix
Newsletter |
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June, 2005
Vol. 1, Issue
6 |
The Conclusion
Time to wrap up the 6 part overview of our unique hiring
process. By now, we have filtered the candidates down to the
top candidate and it is time to make the offer and then develop
them. We last left off at the initial interview stage. The
next steps involve your sales hiring approach. It is a good
practice to bring the top 1-2 candidates back for second
interviews. We also recommend that you introduce them to other
members of the team and give them a thorough tour of your
facility. A third interview may be appropriate for some
positions, but it would be difficult to envision a significant
reason for a fourth or more. At some point, the candidate will
begin to think that there is a protracted decision making
process . . . something that will discourage many salespeople.
A key point we emphasize in this process is to keep moving
through it. Do not hesitate, stall or neglect the process once
it has started. If you have identified a strong candidate, it
is a sure bet that someone else has identified them too. Your
advantage will be an understanding of the candidate’s core –
what drives them to success, what they define as success and how
they prefer to communicate. This advantage will be explained
throughout this month’s articles.
Often we get asked what a successful conclusion looks
like in this process. Success really must be defined in two
stages. The first stage is to hire a strong salesperson who has
the right blend of attributes to be a top performer on your
team. Their advanced abilities appear early in their employment with you
as they outpace previous sales hires. Their development at
specific intervals typically exceeds all previous salespeople at
that point in their ramp. The second stage is to retain them
for years while they perform at the top level of your team.
Retaining strong salespeople is an ongoing effort by the
employer that requires consistent effort. Our development plan
assists this effort by identifying the salesperson’s valued
rewards, long-term motivations and consistent communication
patterns that lead to a mutually beneficial relationship.
Successful completion of the process leads to this outcome.
Click here for the next article -
Select and Develop |
