JAN 2015
SIGNS A SALES REP
WILL BE A GOOD HIRE
R
esume and interviewing skills aren't enough when it
focus on other factors that are less important. Expect
comes to figuring out whether a job candidate would
disappointment if you're basing your hiring decisions on past
make a great salesperson. It has been observed that money
performances. The world is full of salespeople who caught a
motivation is the factor that sets apart great salespeople from
lucky break and were in the right place at the right time for a
the mediocre ones, or worse.
hot product.
Money motivation means a salesperson lives to earn
At times managers make the mistake of hiring likeable
commissions and win prizes. A really money-motivated
people because they think they make great salespeople.
salesperson does what it takes to close the sale. To
People who really like others and want to help them make
accomplish this, such salespeople become masters of
the right decision would be a perfect fit in customer service,
strategy. They know the product, they know the comp etition,
but not in sales. They lack the killer instinct.
and they have good relationships
with their customers.
It's crucial that a business
owner or his or her sales
department manager figures
out whether a job candidate
has
this,
because
money
motivation isn't a skill; it's a
trait. A sales manager can add
focus to a salesperson's desire
to
make
manager
money,
can't
but
the
force
the
salesperson to become money
motivated.
Some companies too often
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