Buyers are waiting longer and longer to interact with your company’s sales representatives. When they do finally fill out the request for a demo or contact form, you want top-notch talent on the phone and sending emails to these prospects. You probably have some great performers on your team. Did you luck into those hires, or do you have a methodology when hiring for inside sales pros?
Here’s how the world shakes out when it comes to people pursuing sales: 5% of people can sell anything t anyone at anytime. Those people are typically successful entrepreneurs. They don’t need your sales job. Then there’s the 5% who couldn’t sell a fire extinguisher to a man on fire. These people need career counseling if they continue to try to pursue a job in sales. That leaves the rest of us — people with the potential to be great sales representatives for your organization. The keyword is potential.
According to Lee Salz, Founder and CEO of Sales Architects, people with the potential to be your next inside sales rockstar have the following things in common, and they are all non-negotiables for your hires. If you want to learn more about evaluating candidates on each of the characteristics below, watch Lee Salz’s webinar.
Sales is a job where the number of rejections outweighs the number of wins. However, the quality of wins makes those losses bearable. You must hire sales representatives who are resilient enough to handle every “no” and intelligent enough to understand that multiple small rejections are nothing compared to significant, quality wins.
While we may agree that sales is a job where you hear “no” quite often, the successful sales representative doesn’t just accept every rejection and move on to the next lead. Great salespeople should occasionally examine those rejections. While they should let the obvious “no’s” go, talented sales pros will review the questionable losses and find ways to improve their pitch or approach should they face a similar situation in the future. People with a zest for learning and dedication to improvement are a sales manager’s dream candidate.
When hiring your next sales rep, don’t just think about how goal-oriented the individual is. Consider how client goal-oriented he or she is. When hiring managers think of “goal-oriented” candidates, that often means the candidate is driven to achieve his or her own goals. A successful sales organization must be built with people who are fanatical about helping clients achieve their goals. This type of sales organization is a win-win-win. Customers get great counsel and service. Your company is more effective with consultative selling. Your sales representatives make more sales when they care about the client.
What makes a salesperson really successful? His or her ability to ask questions and listen to the prospect’s answers. Curiosity is an incredible trait in salespeople. The more thoughtful and intelligent questions they ask, the more opportunities they have to uncover pain points and help solve customers’ problems.
Great inside sales performers have two things in common. First, top inside sales performers possess the four traits listed in the section above. Second, they have a committed sales leader focused on doing what it takes to ensure the salesperson is the right fit for the job and has the necessary support and solutions to excel. That second commonality requires that sales managers do a little more homework before hiring. Here are seven things that Lee Salz suggests to help hiring managers identify and hire the best inside sales candidates.
Want to Learn More About Hiring a World Class Inside Sales Team?
Lee Salz spent time with VanillaSoft to create two webinars to help hiring managers hire inside sales talent and onboard sales reps. If you’d like to hear terrific tips and insights on hiring, view these webinars today.
Publish Date: November 13, 2017 5:00 AM
|1.)||Call Center Studio|
Call Center Studio
Call Center Studio is the world’s first call center built on Google and is one of the most secure and stable systems with some of the industry’s best reporting. It is one of the most full-featured enterprise grade systems (with the most calling features, one of the best call distribution, outbound dialing features and integrations—including IVR, AI Speech Recognition, blended inbound/outbound calling and includes Google’s new Dialogflow and Speech API. Call Center Studio is the absolute easiest to use (with a 10 minute setup), and is the price performance leader with lower equipment cost and less setup time.
PH: +1 512-872-7565
CLink for CRM and Call Center Integration
CLink by Comsys is a middleware that connects in real-time the CRM and the contact center applications. CLink enhances the CRM with interaction management capabilities from the contact center that allow agents to work more productively across all communication channels.
Comsys is a provider of οmnichannel customer engagement solutions that assist companies around the world in delivering unique customer experiences. For the last 15 years, Comsys designs and implements complex projects for clients from the outsourcing, financial services, telecommunications, and retail sectors. Comsys enjoys strategic partnerships with technology vendors like Cisco®, Aspect Software®, and Microsoft® for the delivery of innovative interaction management and contact center optimization solutions.
IntraNext Systems develops agent efficiency tools and data security software solutions for medium-to-large contact centers. Our Event Intelligence® Platform solutions include SmartCTI™, iGuard®, and SmartSIP™. SmartSIP is based on our patented SIP layer technology and provides a DTMF masking solution for VoIP environments.
We know how important it is for a business to obtain data from its customers and to manage them effectively, so we help small to large companies by integrating their CRM with the Virtual Switchboard.
This type of integration will simplify the work of your team and improve the management performance of the contact list and its information.
PH: +34 952 667 511
NovelVox CTI Connector
NextGen Cisco Finesse, Genesys & Avaya Embedded CTI Connectors for Salesforce, Microsoft Dynamics, ServiceNow, Zendesk & more.
PH: (+1) 301 202 3672
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