Sales Hustle is now Sales Transformation
April 7, 2022

#281 S2 Episode 150 - Some Simple Hiring Tip For Sales Leaders

ATTENTION SALES LEADERS!

One of your best assets as a sales leader is your salespeople. The people you hire are the people who will be bringing in your results, and it is very important that you choose the right candidate. In this episode of Sales Transformation, Collin Mitchell provides us with pro tips on how you can implement a great hiring process and get that rock star salesperson you’ve been looking for.


Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • Getting to know your candidate
  • Checking if your candidate is aligned with your core values
  • Checking for your candidate’s authenticity
  • Understanding body gestures
  • Flipping it over, let them ask questions
  • Lead generation for hiring

QUOTES

Collin: “Something that I found really helpful in the initial steps of the sales process is starting with a couple things. Step one, starting with just a 30 minute call, okay. And in this 30 minute call, you can let the candidate know that you're going to ask him a bunch of questions.”

Collin: “One of my favorite questions, just to see how people answer this question is, what is the biggest personal challenge that you've overcome?”

Collin: “Flip it over to them, allow them to ask questions. You want to see one? Do they have any questions? Because if they don't have any questions, then they're not that curious.”

Evolve yourself into a great sales leader by grabbing a copy of Nigel Green’s book:
Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year  on Amazon right now! 

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. Today is an episode for sales leaders or stay tuned. If you're aspiring sales leader, you might learn a thing or two, it's going to be short and sweet. Like we always do on these solo episodes. This is played directly from Nigel green. If you don't know who Nigel green is, check him out.

[00:01:14] He's got a book. Grab it right here. Revenue harvest. If you're looking to get your sales leadership, MBA checkout revenue harvest, we'll drop the. For that in the show notes as well. Um, but I've been doing some work with Nigel and, uh, trying to up my game as a sales leader, hiring new sales talent over at sales cast.

[00:01:32] And, um, something that I found really helpful in the initial steps of the sales process is starting with a couple things. Step one, um, starting with just a 30 minutes. Okay. And in this 30 minute call, you can let the candidate know that you're going to ask a bunch of questions. Um, and then you're going to open it up for them to ask some questions.

[00:01:56] So the questions don't necessarily matter too much. There's a few. Um, that I really do like that. I'll share with you as well. Um, but you're really looking for questions to uncover different areas. Like what, is there a work ethic or time management or, you know, do they have drive? Okay. You're looking to see if they're, if they have humility, you're looking to see if they're coachable, if they're confident, um, if they have the ability to connect their communication skills, their attitudes.

[00:02:26] Um, ability to work in a team. Um, so these are the areas that you're trying to focus on. Um, you're also going to ask them some previous experience questions and things like that. Um, I also like some of the, one of my, one of my favorite questions, just to see how people answer this question is what is.

[00:02:42] Personal challenge that you've overcome. And you're really looking to see if they're willing to get real and authentic here. Okay. Cause that's going to tell you a lot about the individual. It's one of my personal ones. You want to see if they have passion. Um, you don't want to see if they have strong character, really important things case.

[00:02:57] So you want to have questions in these different areas to uncover things. Um, um, and so when you're doing this, you want to see how the answers. Um, are their eyes going all over the place where they try to come up with answers or tell you what you want to hear, or do you feel that they're really being genuine, authentic and honest with their answers?

[00:03:15] That's really what you're looking for. Um, and then the second part here is when you flip it over to them, ask to ask, allow them to ask questions. You want to see one? Do they have any questions? Because if they don't have any questions, then they're not that curious. Um, or even they're not that competent and they're probably not going to be a stellar sales rep because the best sales reps have carry a level of competence and, and are deeply curious, which leads them to asking good questions with prospects.

[00:03:46] Okay. So that's really the thing there. And then the second part of that is do they go directly to asking about. The base and the comp plan and all that things. Uh, or are they more curious about your sales process and your ICP and the industry and things about, um, you know, what their role, what they would look like in the role of the role is a good fit for them.

[00:04:05] If the industry is a good fit for them. So if they're asking those types of questions, um, then that's a really good sign to move them to the next phase. Um, and then here's a little bonus tip. Okay. Um, if you. Uh, we, we, we hired a recruiting firm to help us fill us, uh, a, some full cycle sales reps that we're trying to fill and they didn't get us enough candidates.

[00:04:26] Um, so I went straight, outbound sales navigator, built a list, starting sending messages to people that look like they were a good fit. Now some of these people were totally happy in their role, which is totally fine. Um, I like to leave this on a high note and you can also ask them for a referral. Hey, totally understand.

[00:04:44] Sounds like you must be crushing it and you're happy over there. But do you happen to know anybody that you could recommend? And this has worked out. Really well for us, I've been able to get some very strong candidates just based on asking that simple question of the people that have basically declined the opportunity.

[00:05:01] So a little bonus tip there. If you enjoyed this episode, please share it. Write us a review. We're also listening for feedback over@salestransformation.fm. Drop me a voice DM, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard.

[00:05:30] Yeah. It's free sales cast.community. Send me a DM with your best pitch and mentioned this ad. And I might even give you free access to our best templates.