Whether you’re a sports fan or not, you’ve likely heard the names of Michael Jordan, Derek Jeter, Steve Yzerman & Peyton Manning.
Aside from lifelong financial stability, what do these four have in common?
They are consistently top performers and winners in their respective fields.
Now – do any of these names sound familiar? John Paxson. Mariano Rivera. Chris Osgood. Von Miller. All professional sports players.
My point is, whether you are a component of a professional sports team or a quota-carrying rep in a data-driven sales organization, there are many functions and players that lead to your team’s overall success – not just your “go-to” guys/gals. In other words, all of your people matter.
7 Traits To Look For When Hiring Sales Reps
I’ve had the pleasure to speak with many sales leaders across the globe from different verticals with different business models and often, different goals. And they all agree on one thing: If you don’t have the right people in the right roles, nothing gets done.
People are the core of execution. Making sure you have the right team members in the right functions is critical. If the people component isn’t on point, the house can begin to lose its foundation.
Of course, getting the right people starts with hiring talent. A great exercise that I complete when interviewing prospective candidates is to look for the following:
1. Storytelling: An individual can tell a story that is engaging, concise and pertinent to the conversation. The story/use case must be of value and keep me emotionally invested.
2. Grit: An individual displays instances of grit: overcoming seemingly impossible hurdles, refusing to give up, sticking with a task or project until completion. They possess a drive to win and be successful.
3. Shake ‘N Bake: An individual has the ability to be dropped into a fast-paced role and adjust accordingly. A successful sales rep can juggle multiple activities while remaining very organized and effective, yet still have the ability to pivot quickly and adapt to any new challenge given to him or her.
4. A Love for Winning: An individual who has had personal wins in addition to those in any sales roles.
5. Cultural Fit: An individual who fits our GOTO11 team culture, team structure and remains focused on the overall success of the business.
6. Team First, Always: An individual who is unconcerned about who gets credit for performance, as long as the team wins.
7. Gets the Guts: An individual who displays a firm understanding of the work that is required to overachieve. This person strategically thinks outside of the standard box to outperform consistently. This person really get the guts of your business.
At the end of the day, your people are your greatest asset – they’re your competitive advantage.
You want to attract and retain the best, provide them with encouragement, define an attractive career path, foster a collaborative culture and let your team know that they are an integral part of the company’s mission.
Ready to hire a rockstar sales team? Don’t forget your copy of expert tips on hiring sales development reps: