CAPACITY TO STRIVE FOR EXCELLENCE. There are no tests that can accurately predict an individual’s capacity to strive for excellence. However, I try to ask, “Can you tell me of a situation in which you performed at a level of excellence, and what you learned from that experience?” If an individual has no such experiences to relate, then I suggest that you are probably interviewing someone grounded in “mediocrity.”
STRONG WORK ETHIC. Talent is critical. And “compromise of effort” is self-destructive. A mediocre work ethic defies the laws of nature if top performance is the expected outcome. Most of us can’t give someone motivation. At best, as managers, we can nurture a supportive environment for individuals willing to put forth their best.
KNOWLEDGEABLE ABOUT TARGET MARKET TO BE DEVELOPED. Buyers don’t have time to educate a supplier rep. Demonstrating that “we understand your business and can bring you useful information” is one of the “supplier qualifiers” that experienced buyers use. Knowledge about the target market(s) should be part of your over-arching strategy.
CAPACITY FOR EMPATHY. An often quoted Harvard Business Review study identified that work ethic and aggressiveness were important to sales success, but empathy for the customer’s position was critical for top performers. There are credible testing organizations you can access to elevate your selection process. Clarity of what’s expected of your candidate tends to elevate your investment in such processes.
With complexity of technology and information exploding, successful reps tend to utilize their “expert resources” for accomplishing their objectives. Ultimately, your best sales reps are great facilitators of useful information for creating customer value, improved bottom line performance and company differentiation. Internal case studies can be great examples for teaching future opportunities for improved performance.
Whether your candidate is an introvert or extrovert is almost irrelevant—great sales reps can be either. However, being able to effectively communicate is critical. Depending on your environment, effective written communication skills is of increasing importance, and ongoing training can over time improve a rep’s skills and accomplishments.zz
