What is it that they have or possess that separates them from their adequate or under-achieving colleagues?
When hiring salespeople management tends to concentrate on two key criteria:
Management needs however to hire the best and not just anybody to fill the space, and thus time should be invested in obtaining the best from the marketplace.
Sales managers should also look at what industry specific characteristics they need and add them to their list. The chances of recruiting successful salespeople for your company must improve if you seek to break the old formula of hiring using the two criteria mentioned at the start.
The role of sales managers ‘increase profitable sales through other people’, and thus you are responsible for recruiting and retaining the right people to achieve success.