Hiring winning sales staff

What do you look for when hiring new sales staff?

At Ling Phipp we can advise businesses in the Nottingham area on many aspects of business life. The following guide highlights qualities to look for when recruiting sales staff…

What do you look for when hiring new sales staff?

Typically employers look at factors such as age, gender, and experience. But these do not always help you assess the potential success or failure as a salesperson.

Even looking at previous performance may not help if the candidate is going to be working in a different sales environment.

One approach that employers are finding increasingly helpful is to look at the personality of the candidate to see if he or she has what it takes to be a winning salesperson.

Use the checklist below to see which of the six essential traits of a sales champion your candidates possess:

Print
  Yes No
Self–starter – sets his/her own goals and motivates him/herself to reach them    
Identifies with success – closing a sale reinforces his/her self–esteem    
Resilient – is never discouraged but reacts to failure with increased determination to succeed next time    
Sensitive – tries to understand and address the potential buyer's point of view – talks with them not at them    
Perceptive – identifies hidden agendas, unspoken objections, etc and helps the potential buyer past them    
Committed to service – understands the importance of being of service and feels personally rewarded by the buyer's satisfaction    

Scorecard

How many "Yes" boxes did you tick?

5 – 6: Hire them!

3 – 4: You may give this person the benefit of the doubt, but think carefully before employing them.

0 – 2: Don't call us!

If you are in the Nottingham area and are looking for support and advice from a team of professional accountants and business advisers, contact Ling Phipp.

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About us

Ling Phipp was founded in 1974 and nowadays has two partners, six managers plus trainees and support staff.

We serve clients in the East Midlands and all over the UK. Our out-of-town location, with easy parking, close to the M1 junction 25 (Nottingham/Derby - A52), is very convenient.

Company details

0115 949 6838

Ling Phipp, Cliffe Hill House, 22-26 Nottingham Road, Stapleford, Nottingham NG9 8AA


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Registered to carry on audit work in the UK and Ireland and regulated for a range of investment business activities by the Institute of Chartered Accountants in England and Wales. Details about our audit registration can be viewed at www.auditregister.org.uk, under reference number 6424855. This is the firm number provided by the Institute of Chartered Accountants in England and Wales.