When Recruiting Salespeople – 2 Personality Traits and 1 Sales Skill Needed by Sales Hunters.mov

When Recruiting Salespeople – 2 Personality Traits and 1 Sales Skill Needed by Sales Hunters.mov


Hello, I am Steve Suggs, sales recruiting
expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog.
5 minutes of learning to hire the best salespeople. My friend, Bill Cates, the Referral Coach,
will teach you a process for getting referrals from your prospects and clients. The successful
networking organization, BNI (Business Networking International) will teach you to build a network
of people who send you business. Another successful networking group is e-Women. They provide
meetings and training on connecting with people for the purpose of doing business. The list
goes on and on for resources for improving the sales skill of finding more new prospects
and for organizations that provide opportunities for networking in the community. Add to these
organizations the new opportunities to build an online community for the purpose of doing
business, and it’s surprising why many salespeople struggle to find new prospects. I am asked
on many occasions by salespeople for advice on networking to find more new business. Many
times when I make suggestions they say, “I tried that and it didn’t work for me.” After
a couple more questions, it becomes clear to me that this person is looking for all
the reasons something won’t work in order to justify not having to attend the meetings.
When recruiting salespeople there are two personality traits in the sales profile that
will determine one’s natural ability in this area of hunting for new prospects. The
degree to which a person possesses these two traits will determine the amount of energy
that it takes to get out the office and participate in prospecting activities, and to a large
degree, the level at which they will master prospecting skills. The first trait is social
drive. People with high scores on the social drive trait are motivated to develop a large
number of relationships for the purpose of doing business. It takes very little energy
for them to attend the social events designed for business networking. Layer on top of this
social drive trait the trait of social confidence, and you have the person who is also very confident
in social situations. While they are attending social networking events, they confidently
develop new relationships and quickly become known in these new circles. They typically
take on leadership responsibilities that help them continue to build credibility and relationships
inside their network. Individuals with low scores on the social drive and social confidence
scale struggle in these social situations. They are the salespeople who find excuses
in order to avoid these activities. This avoidance behavior it is almost always the root of their
struggle with having enough prospects to call. Here’s a sales interview tip to measure
these personality traits during the sales interview process. Read this scenario to the
candidate and then ask the questions. As you read this question, pay close attention to
their facial expressions. Put yourself in this picture. We go to a Chamber of Commerce
networking event where 100 people have gathered to network with each other. You see one of
your best friends across the room. You do not know anyone else in the room. Your mission
is to spend the next 2 hours getting to know as many people as possible. At the end of
the 2 hours, you and I meet to discuss your success. How many people are going to remember
meeting you? How did you go about meeting the most people? What are some examples in
your life when you were put into a new situation where you had to develop a lot of new relationships?
After a week in this new environment, what percent of the new people knew who you were?
Remember, there are plenty of training courses, books and networking organizations to give
any salesperson ample opportunity to grow their referral network. However, only those
individuals who are hardwired for success with high levels of social drive and social
confidence will most likely master the sales skill of networking for success. Thank you
for joining me. See you next time on the Can They Sell video blog for more sales job recruitment
training. As always, please leave your comments below and forward this video to anyone who
will benefit. Now go enjoy recruiting the best, and have fun in the sales interview.

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