 " Where Do You Look for Great Salespeople? "
In the best of job markets, good salespeople are hard to find. In a tight job market, they can be impossible to find. However, some of the best candidates can literally be under your nose and not in the open job market.
Where are the best sales candidates located? Look within your industry for the most qualified people including customers, suppliers, employees and competitors. A quick review of these four possibilities will provide insight into the value of each group.
Customers
An examination of the past and current customers may reveal several strong possible candidates. These people will have a first hand knowledge of your vehicles and service and can speak from personal expertise. Additionally, they have experience with other vehicles, so they can make a strong comparative argument in your product's behalf.
Suppliers
The salespeople calling on your dealership know your industry and have proven track records. However, they will likely need to be trained in auto sales.
Employees
Review all potential employees within your company for possible sales candidates. Employees from the operational side of your business like office or service have a realistic picture of your dealership's capabilities and product features which can add strength to their sales presentations. However, they may or may not be suited to sales as a profession. It takes a certain personality and mindset to be successful. Consider starting a sales school after hours for those who have expressed an interest. This will identify motivated employees and allow you to effectively and efficiently filter out the best candidates.
Competitors
Identify the best sales competitors, the ones who consistently beat up your salespeople. These people are proven competitors in your industry with their own following.
The best candidates often have to be recruited rather than hired. If you can provide them with a better opportunity that they already have then you have a good chance of building a quality sales team of proven sales winners.
Salesperson, Inc. is a sales and management training company specializing in the development of education and training tools. To find out more about Mike Whitty and Salesperson, Inc., visit www.mikewhitty.com and www.slpinc.net.
Reprinted with permission from: Mike Whitty and Salesperson, Inc. (800) 453-2787. |
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