When hiring potential salespeople do you have a foolproof hiring protocol? If you are like most businesses the answer is, absolutely not. The Sales business is one that falls victim to a great deal of employment turnover greatly due to the fact that the competitive dog-eat-dog atmosphere of a sales environment proves to be too much for the average employee. Of course during the interview process candidates are impressive, well versed and able to assure you of their capacity to perform above the standard. However, only about 14% of decisions made during the interview processes are accurate. So, to improve your departments’ performance you have to start at the top.

Sales positions require a specific personality that isn’t found in every potential hire or employee. If your salespeople don’t have that “sellers” quality ingrained into them, they are likely performing poorly due to their desperation. They are stressed, overwhelmed and unsure of their futures with the company, which in turn, causes their sales pitches to have desperation in place of confidence and that will always cost you sales.

While there is no 100% surefire hiring protocol, there are ways to increase the accuracy of your hiring decisions and by implementing a more successful interviewing system you can get the right people for the job the first time.

1. Resumes are used to impress and very often contain fallacies. Taking a resume at face value and being impressed by a candidate’s ability to verbalize it, doesn’t provide enough information to decide on a hire. You have to learn how to get past a candidate’s prepared interviewing techniques and get down to the core of their capabilities.

2. Do not go with the flow. You can’t afford to spend an hour on one interview and expect to successfully review all of the qualified job seekers. Get down to the information you need to know. While it is a great feeling to find a positive vibe with an applicant, you can’t allow that to affect the hiring process by prolonging the interview.

3. Determine who “can” from who “will”. There are many types of employees, all of which fall into two main categories, those who can and those who will, and these are the attributes by which you should make your hiring decisions.

All in all, these are just a few tips, all of which we incorporate in our Sales Evaluation through our STAR program. It’s designed to make your hiring protocol efficient by providing you with a 96% proven success rate.

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