Skip to main content
AnalyticsIconixx Insights BlogIncentive Compensation ManagementSales Performance Management

How to avoid hiring the wrong sales person

By December 11, 2015January 16th, 2023No Comments

When hiring a new salesperson, one of the biggest mistakes a manager can make is settling. It may seem like someone who fits most of the criteria you’re looking for will be good enough, but a less than ideal salesperson will raise a manager’s stress levels and lower a sales team’s productivity and morale. Here are a few ways to avoid hiring the wrong person:

“A manager should never hire someone out of desperation.”

1. Take your time     It’s a high-pressure situation: One of your best salespeople left and your team is missing quotas by the day. You’re desperate. You need somebody now. No one seems good enough, but you take the best person you can find. It’s better than nothing, right? Wrong. According to Business2Community, a manager should never hire someone out of desperation. It doesn’t matter how much you need someone; hiring a bad fit won’t improve the situation. You will have to devote extra time to training them and making up for their shortcomings. You won’t want to fire that person because you fear it will make you look bad. Instead, you spend more and more time focusing on one person and less on the rest of your team. Be patient. You may be losing money without that extra body, but you’ll lose more in the long run if you hire the wrong person. 2. Know what you want     Every company has unique needs. Hireology explained before you begin a hiring cycle, identify your team’s goals and know exactly what kind of salesperson will help you achieve them. Knowing key criteria will help you weed out candidates earlier and not waste time interviewing the wrong people. Sales compensation management software helps managers track top performers across a number of metrics. Doing so can help managers better understand the qualities to seek in hiring candidates. 3. Hire for passion Your candidate may have the skills, but does he have the passion? According to Forbes, managers should hire someone with a sense of purpose who makes customers understand how the product you’re selling will enrich their lives. It’s not only the candidate who should have passion during the interview: A passionate manager is key to building a great sales team. A passionate manager will make better people want to work with you and will attract other passionate, talented people.

Managers should look for someone with the right skills, but also for someone with passion.

4. Take resumes and interviews with a grain of salt  Remember: Your candidates are there to market themselves. Hireology warned managers to look out for those who have embellished their resumes or who have made an effort to hide weaknesses. Keep in mind that a resume only highlights people’s achievements and never reveals where they fall short. Dig deeper: Speak to past managers. Hireology recommended going back at least 10 years. Make sure your candidate’s previous sales numbers are consistent with what he says in his interview. With sales compensation software, new hires can have direct access to the metrics they’re expected to hit each day and can even track their own progress. Compensation management software will facilitate a smooth transition and help managers motivate new employees.

Leave a Reply

Close Menu
×
Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

×
Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

×
KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

×
S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.