fbpx

Are Sales Leaders Hiring the Wrong Salespeople?

Hiring is such a bone of contention with me. Sales leaders think they know how to hire, whether it is from experience in their industry, a résumé that reads like they’re superstars, or a personality that is so gregarious that they must be good in sales, because everyone loves them.

None of these things are the right things, necessarily, but what are the right things? This million-dollar question is asked often and still not asked enough.

Here are things that you need to keep in mind for success.

• Hire attitude. Don’t worry about experience as much as attitude. I know when that résumé comes in and it says they have experience, it seems so much easier to go there. Don’t. At least not right away.

• Make sure they’re tough. People are often attracted to sales because they “love people.” This is a huge red flag. When someone is a people person, he or she often gets a payoff by having people like them. That’s great, but that is not necessarily the reason people buy. To really create a superstar, look for someone tough. Can they really handle rejection and get right back to the job at hand?

• Look for that fire in the belly. Do they have such a desire to learn and to be successful that you can’t slow them down? Do they come in early, stay late, desire to be No. 1 in the organization?

• Do they like “stuff”? In other words, do they have an ego that drives them to be the best and show that in how they live? This one is a bit controversial. Are all successful people a bit of a showoff? No, but ego is a big contributor to sales success.

• Do they ask lots of questions? When you are interviewing, what do they know about you and your company? What questions do they ask? Are they not afraid to ask about money? The old adage, “Do not ask about money on the interview,” is ridiculous to me. Why? Because that is why they are taking this job and if it’s not, you should be concerned. Warning: The question, “What does an average salesperson make?” is a huge problem. They need to be asking about the top person or what should the top person be making.

Hiring right is the key to success. Want a complementary report that shows what should be assessed, and how? Email me at greta@schulzbusiness.com, and put “SFBW hiring article” in the subject line.

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is the best-selling author of “To Sell is NOT to Sell” and works with Fortune 1000 companies and entrepreneurs. For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” a weekly video tip series, or email sales questions to greta@schulzbusiness.com.

You May Also Like
An Unknown Side of Cancun: Enjoy a Luxurious Stay at the JW Marriott Resort and Spa and Bring Your Taste for Adventure

Treat yourself to luxury, relaxation and unforgettable experiences at this fantastic resort.

Read More
Steiger Facial Plastic Surgery Offers Pamper Mom Facial Special

The offering is available through May 31.

Read More
NAIOP South Florida Appoints Officers, Executive Board and Board of Directors for 2022

NAIOP South Florida, a Commercial Real Estate Development Association offering advocacy, education and business opportunities to its members, has announced the following officers for the 2022 Board of Directors: President:

Read More
Pride Week Festival Begins With Tribute to Pulse Nightclub Survivor

Miami Beach Pride’s week-long festivities will commence with a special tribute to the LGBTQ+ community honoring the victims of the tragic shooting at Pulse Nightclub in Orlando. A ceremonial “flip

Read More
Other Posts
Surfside luxury condo sees notable sales

Arte at Surfside is making waves. There’s, of course, the news that Ivanka Trump and Jared Kushner are renting at the 16-resident luxury condominium. And there’s the December penthouse sale

Read More
Reaching Out

I know that Stephen Garber knows people. The president of Third Level is a seasoned expert on change management, relationship building and quality-of-life issues. He is an international executive coach,

Read More
Stephen Garber
SOUTH FLORIDA BUSINESS & WEALTH GOES 2.0

This is the time and this is the page when the new editor-in-chief typically would tell you to get ready for a new SFBW experience—but since you’ve seen the cover,

Read More
Are Your Salespeople Taking Shortcuts?

Connor, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the

Read More

Drew Limsky

Drew Limsky

Editor-in-Chief

BIOGRAPHY

Drew Limsky joined Lifestyle Media Group in August 2020 as Editor-in-Chief of South Florida Business & Wealth. His first issue of SFBW, October 2020, heralded a reimagined structure, with new content categories and a slew of fresh visual themes. “As sort of a cross between Forbes and Robb Report, with a dash of GQ and Vogue,” Limsky says, “SFBW reflects South Florida’s increasingly sophisticated and dynamic business and cultural landscape.”

Limsky, an avid traveler, swimmer and film buff who holds a law degree and Ph.D. from New York University, likes to say, “I’m a doctor, but I can’t operate—except on your brand.” He wrote his dissertation on the nonfiction work of Joan Didion. Prior to that, Limsky received his B.A. in English, summa cum laude, from Emory University and earned his M.A. in literature at American University in connection with a Masters Scholar Award fellowship.

Limsky came to SFBW at the apex of a storied career in journalism and publishing that includes six previous lead editorial roles, including for some of the world’s best-known brands. He served as global editor-in-chief of Lexus magazine, founding editor-in-chief of custom lifestyle magazines for Cadillac and Holland America Line, and was the founding editor-in-chief of Modern Luxury Interiors South Florida. He also was the executive editor for B2B magazines for Acura and Honda Financial Services, and he served as travel editor for Conde Nast. Magazines under Limsky’s editorship have garnered more than 75 industry awards.

He has also written for many of the country’s top newspapers and magazines, including The New York Times, Washington Post, Los Angeles Times, Miami Herald, Boston Globe, USA Today, Worth, Robb Report, Afar, Time Out New York, National Geographic Traveler, Men’s Journal, Ritz-Carlton, Elite Traveler, Florida Design, Metropolis and Architectural Digest Mexico. His other clients have included Four Seasons, Acqualina Resort & Residences, Yahoo!, American Airlines, Wynn, Douglas Elliman and Corcoran. As an adjunct assistant professor, Limsky has taught journalism, film and creative writing at the City University of New York, Pace University, American University and other colleges.