Insights, Advice and Industry Trends

Developing industry-leading sales organizations isn’t just about the carrot-and-stick, often outsize rewards for meeting sales goals. That may work well for a handful of natural-born sales champions. However, if you want a team of superstars, you need to do something more. A back-to-basics approach is what smart company leaders know is required to make sure they build the strongest foundation upon which to build an equally strong sales force. They take a thoughtful, systematic approach in each step of the process, from recruiting, onboarding, training, setting goals, development and providing feedback.

Define what attributes and skills your Ideal Candidate possesses

Sit down with the management team and define the key skills and attributes you are looking for your ideal candidate during the interview process.  Define what are the must-haves and nice to haves of the candidate you want to hire.  Understanding what you really want is the first step in hiring the right person for the job.

A successful salesperson is defined by the qualities they possess and live by. In my 25+ years of experience, these are the attributes that have to be the most beneficial to myself, and other successful salespeople in their careers.