WHAT WE ARE READING

When Should You Go with a Generalist Recruiter?

When Should You Go with a Generalist Recruiter?

If you’re thinking of hiring a recruiting firm, you’re probably wondering whether to go with a firm that specializes in your industry. You’ve probably heard a lot of pretty convincing reasons why you should go with a specialized recruiter. Full transparency: I run a generalized recruitment firm. Full transparency: sometimes, a specialized firm is the right move for your organization. On the other hand, sometimes a more general recruiter is a better move for you. A lot of the time,…

Read More Read More

Paranoid

Paranoid

Salespeople are optimists. They have to be to survive the emotional roller coaster of winning and losing deals. But that optimism is often balanced by a healthy dose of paranoia. The best salespeople constantly ask themselves how could this go wrong? In one column, they will write down all of the ways in which they could lose the sale. And then in another column they write down what they are going to do to reduce the risk of that happening.

Control Freaks

Control Freaks

They dress rehearse meetings. They’re at Kinkos at 5:30 a.m. meticulously assembling the proposal. Good salespeople hate surprises. And the best way to reduce the chances of being surprised is to focus on every detail of the process.

Unflappable

Unflappable

Exceptional salespeople don’t get flustered. They have a Zen-like ability to focus on the specific task at hand while exuding an aura of calm confidence.

Don’t Look for a Salesperson–Look for a Consultant

Don’t Look for a Salesperson–Look for a Consultant

I look for someone who sees his/her role not as a “salesperson” who can sell ice to an Eskimo, but someone who understands his role is more like a consultant’s. He/she seeks to understand prospects’ unique problems to determine the best fit for their needs.

Empathy

Empathy

Salespeople have to relate to the customer and support them in choosing the right solutions, so personal empathy is an essential quality. It shows up as listening more than talking, relating to the other people  in conversation and genuine care for others.

A Hunter’s Mentality, The Discipline to Follow Up, Charisma, and The Intelligent Fighter

A Hunter’s Mentality, The Discipline to Follow Up, Charisma, and The Intelligent Fighter

No matter what type of sales role you hire for, the common trait every salesperson needs is pure motivation. I look for an intelligent fighter–someone who doesn’t take no for an answer, who knows how to be politely persistent, and who is quick on his or her feet. Without motivation and a strong work ethic, no amount or training or high compensation will make a person successful at selling.

Alertness

Alertness

Always prepared. They have to be ready for any situation that they’re thrown into and know how to successfully break free. The salesperson is aware of his/herself and his/her body. If he/she is not alert, he/she has felt it coming on and taken care of it. Caffeine up. run up and down the block or eat less, they do whatever it takes. Alertness is key to so many of the principles of being a great salesperson.