Monday, May 05, 2008
How do you evaluate candidates for your sales force?
You may be overlooking something very important.
A very successful business owner, and effective salesperson in his own right, said "I wish I could get my salespeople to communicate the value we provide as well as I do."
My question to him - "What type of buyers are your salespeople?" Like many sales managers, he looks at the individual's track record in generating sales; not at his buying habits.
It's counter-intuitive, but price buyers are price sellers and value buyers are value sellers. Asking them to change their price philosophy is like asking a leopard to change its spots. It isn't going to happen.
The next time you're evaluating a candidate for a sales position ask for a couple of examples of the best buys she's made. You'll quickly get a sense for whether she's a price or value buyer. If she's a price buyer and your company competes on price you've got a good fit, assuming all other factors are favorable.
If, however, your company is value oriented, keep looking. She's not a viable candidate for your company.
Let our readers know some of the effective tools you've devised for recruiting salespeople, post your comment or email me at dale@furtwengler.com.
You may be overlooking something very important.
A very successful business owner, and effective salesperson in his own right, said "I wish I could get my salespeople to communicate the value we provide as well as I do."
My question to him - "What type of buyers are your salespeople?" Like many sales managers, he looks at the individual's track record in generating sales; not at his buying habits.
It's counter-intuitive, but price buyers are price sellers and value buyers are value sellers. Asking them to change their price philosophy is like asking a leopard to change its spots. It isn't going to happen.
The next time you're evaluating a candidate for a sales position ask for a couple of examples of the best buys she's made. You'll quickly get a sense for whether she's a price or value buyer. If she's a price buyer and your company competes on price you've got a good fit, assuming all other factors are favorable.
If, however, your company is value oriented, keep looking. She's not a viable candidate for your company.
Let our readers know some of the effective tools you've devised for recruiting salespeople, post your comment or email me at dale@furtwengler.com.
Please join me this evening, 5:45 p.m. to 6:30 p.m. when I present 7 Steps to Becoming INVALUABLE. It's the Kirkwood Des Peres Chamber of Commerce opening ceremony for Small Business Week. The program is proceeded by a networking/happy hour at 4:45 p.m. sponsored by AMG Corporate Offices at their location 1610 Des Peres Rd., Suite 150.
Directions: Take 270 to Manchester Rd. Go west to the Des Peres Rd. exit. Turn right onto Des Peres Rd. and another quick right into the Corporate Hill office park. 1610 is the farthest building on the right. I hope to see you there!
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