There is a Science behind hiring Top Gun Salespeople - and a scientific tool recruiters use to find their own sales people...
August 30, 2017
One challenge affecting most sales managers and entrepreneurs is hiring the right sales people. Most have been burned by hiring people who looked good on paper, presented well in the interview, but had concealed the fact that they hadn’t the talent, nor the skill – to sell.
Despite the enthusiasm shown in the interview, many sales candidates lack the emotional drive to succeed. As most businesses know, an underperforming salesperson can cost over six figures annually in salary, training costs and lost sales. Compounding this is many companies with long sales cycles require 18-24 months for a salesperson to prove their worth.
Optimism is the underlying secret weapon that drives performance. i.e. the high expectation that he or she will succeed. Without this, a salesperson will not have the drive to perform. Optimism arms against the inevitable rejections that come with sales.
Psychologist Dr. Martin Seligman pioneered the study of optimism in salespeople. Over 35 years of research by Dr. Seligman and team, with over one million salespeople, have confirmed the importance of this trait.
The Metlife Case Study saw 14,000 applicants screened for optimism. The study results showed that optimists consistently outsold pessimists.
In a further study, Optimism scores were compared against the performance of salespeople across other industries, including real estate, banking, car sales and office products. The results across all studies indicated that optimists outsold pessimists by 20 to 40 percent!
(One extreme example was real estate agents. The extremely optimistic sold over treble the amount of the extreme pessimists.)
Dr. Seligman suggested that they hire only people with high levels of optimism. When scores were matched to actual sales records, it turned out that consultants who scored in the top half for optimism sold 37 per cent more insurance over two years than those in the pessimistic bottom half. Even more interesting, consultants who scored in the top 10 per cent for optimism sold 88 per cent more than those ranked in the most pessimistic 10 per cent. Read MetLife case study
Scientific Hiring Platform Selects Candidates
We recently helped a Hardware and Timber group understand why certain Millennials employed outsold their peers by 300% and others did not cover their costs.
Clients can have access to a scientific hiring platform, recruiters use to find their own sales people, which actually advises which candidates should be employed. Beats waiting and hoping for results for the next 18-24 months!
Contact Julie Bowden on 0406 488 213 or book consultation here.
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