How To Hire The Right Salespeople

By Mike Cullen, Vice President, Customer Retention & Business Strategy, SolarWinds MSP

According to the employment firm Manpower, Inc., sales representatives were ranked in the top three of the hardest to hire positions in the U.S. in 2016. This is especially true in the managed IT services business. During the hiring process, the challenge is looking beyond a standout personality to see what lies beneath. How do you break through the surface to assess an applicant’s ability to close sales and help your business grow?

Here are six tips for hiring salespeople that will have an impact on your success:

1. Hobbies and interests: When looking at the applicant’s resume or LinkedIn^® profile, make note of their interests and hobbies. Not only is this a conversation starter, but it’s also a great way to find out what makes them tick. If the applicant is an avid hiker or coin collector, research the topic a little so you can ask searching questions during the initial interview.

2. Don’t let the resume do all the talking: Try to keep an open mind about each applicant, and don’t let a disappointing resume keep you from requesting an interview. If the job candidate looks like they switch positions frequently, that might be a red flag, but don’t rush to judgement. Acquisitions, bad circumstances, and other factors that people can’t control can force them into moving around a bit. If other aspects of the resume are appealing, it might be worth giving them the opportunity to explain their career history. You never know, they may have the makings of a star performer.