The sales team is a key element in any company; they’re basically the front lines of your organization. Which makes building an effective sales force one of the most important tasks for a company. Creating a “dream team” isn’t an easy task, “Sales force turnover is on the rise, as a result only 50% of forecasted deals are being closed.” To prevent turnover its important to have a successful training program in place.

Another way to decrease turnover is to be clear from the beginning with your sales force. Many disagreements start over a misunderstanding between management and sales force over compensation packages and selling territories.

Taking the extra time and investing in making sure that your hiring the right people for the job is something every organization should do. The sales force is under a lot of pressure upholding the company image and walking customers through the entire selling process.

We suggest one of these techniques for hiring for salespeople:

  • Filter all potential hires, or at least those you intend to interview, through the DISC Sales Style personality profile. By understanding the predictable behaviors, communication styles, strengths within a team, and preferences in the workplace, one can hire the right person for the work environment, which will help them to succeed. By understanding their sales style, you’ll know whether they are a match for the type of sales you are doing, and whether they are compatible with this type of selling. Also, by management understanding these characteristics of an employee up front, they can place them in a position to succeed, understand what motivates them and increases their loyalty and productivity, and decrease their chances of turnover through understanding and compatibility. Certain DISC profiles also include the options for resume upload and create customized interview questions for an applicant based on their specific style and potential strengths and weaknesses in the workplace.
  • Further filter employees by having them complete the DISC, TEAMS, and Values Profile. This will you not only an understanding of personality & communication styles and predictable behaviors, but also their thinking styles, potential strengths within a team, and workplace values. When these items do not align with those of the company or team, one can avoid conflict before it begins. Even if it does fit, the management and team can approach the new employee with a deeper understanding of where they can succeed.
  • For a clear match, go through the Perfect Match Hiring Process, either for Sales & Customer Service. Each package is pre-loaded with standard industry benchmarks, which indicate an ideal personality range for different career clusters, this one specific to sales styles. Each potential or current employee put through this process will have their personality style compared to the ideal range, either resulting in a green, yellow, or red match for the position according to communication, what motivates a person, attention to detail, decision making ability, and more.
  • When looking for the ideal hiring solution, we would like to suggest hiring a PeopleKeys hiring consultant. We can create a customized benchmark for this position based on your specific criteria as well as other performers in this area who have succeeded or struggled. Build a benchmark based on your most successful sales people and never guess when hiring again.
  • Another solution lies with training your Human Resources staff in the art of hiring with knowledge of personality style. PeopleKeys conducts live trainings, online trainings, and mailed trainings in paper and audio format.
  • Aside from hiring, DISC is great for both team building and sales training. If one understands the personality style they are selling to, which allows an instant understanding of one’s tendencies, annoyances, and fears, then one can alter their presentation accordingly, ultimately leading to a deeper understanding of people as they relate to the aspects of sales (speaking with confidence & enthusiasm, making friends and supporting customers, and giving information, facts, and stastics).
  • PeopleKeys also offers pre-screening background checks to ensure that the person you hire is the right person, not only for the position, but also for the future and health of the company as a whole.

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