Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are interviewing sales people that worked for a competitor. These sales people know the language and industry buzz words making it even more challenging to screen them. Fret not! It is possible to successfully screen sales talent, but there is work to be done before you even look at a résumé.
I was speaking to a client the other day who joked, “E-books are the new white papers.” He was kidding, of course. He knows all too well there are significant differences between e-books and white papers, and even e-books and free reports.
It’s a rule to help you measure a customer’s true interest & the quality of an opportunity. Why is it important?
How much do you value your time? Maybe you’ve never seriously considered the implications of that question. To lead effectively, however, you have no choice but to address time-wasters and why they matter. You’re important to your organization; otherwise, you wouldn’t hold the position you do. Therefore, your time must also matter a great deal. Don’t assume your value is equivalent to your salary; the amount of money you earn is likely to be a lot less than the true worth you bring to the table. That’s one reason your leaders value you.
To do the best job possible, value your time both realistically and highly. Depending on your leadership position, your value to the organization may be thousands of dollars per hour. Once you’ve pinned down the value of your time, use these tips as you move forward:
How you ask a question will make a big difference in how it is answered, and the impact that has on your ability to move the process forward, get stuck, or even lose deals. There are some basic communication rules and practices, that when leveraged right can make a big difference.
Most people in sales see themselves as forward looking, bright positive people, after all, we make a living helping people, right?! This bias has a direct influence our assessment of situations, as well as how we act on those assessments. The assessment, especially early stages in the buy/sell process, during the lead, prospecting and early Discovery stage; the phases of the sales where sellers like to talk about, and do a lot of ‘qualifying’. But there is a bit of a Catch 22 when it comes to qualifying. While most will not argue that qualifying is a good idea, when you observe how it unfolds in the real world, it often leads to the wrong outcomes.