Hire Smarter to Sell More: C. Lee Smith, Author / CEO of SalesFuel

By Tom Pisello | February 10, 2021

If you get your new sales hire right it can mean great things for hitting your growth targets. But get it wrong, or worse, hire a toxic troublemaker, and the costs can be over a million for each error. So, how do you make sure you are only hiring the best for your organization and customers, and you on-board and enable them correctly?

We explored these tough questions with sales performance author, podcaster and expert C. Lee Smith in this informative podcast session. He had a lot to share…

On what are some of the determining factors in finding a successful rep?

“You know, positivity is a big one, and fortunately they {sales managers} look for that natural optimism. And it’s like, you’ve got to have the right attitude. And at the same point in time, you’ve got to be willing to share the gratitude. But positive attitude is definitely something that sales managers look for. As they should. And that professionalism, confidence, uh, these are things that are really not surprising to anybody listening to the show right now.

Problem-solving skills… We are seeing an uptick in that (and that’s a good thing!) because it shows how the sales role has been re-defined. As to what it was say, 10 years, 15 years ago. Time management is something that everybody looks for, and again, these are all good things. These are all good things to be looking for… It’s just that what’s happening, are the other things…Empathy is another one… it’s so huge, especially In COVID-19, I’m going to bring that back around to your question. So, if anything, we put empathy as a significant part of our profile. And I believe it’s even more important now because you really have to put yourself in the buyers’ shoes. And understand what they’re going through. They’re worried about making payroll… They’re worried about “is their company going to survive this?” and if so, or if they’re trying to make a pivot are they worried that they are going to be able to make that pivot hard enough, fast enough, effective enough, to actually be successful?

We need to be able to pick up on that and understand those fears, those concerns, From their point of view and express empathy for that.”

Check out the full episode here: https://open.spotify.com/episode/4syuEPNI5FB1vsjGb1V8ke

Empathy is the key, peeps!

Keep Evolving, EVOLVERS!

Until next time…

#Salesenablement #salesonboarding #digitalsales

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