first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now Part One:It’s easy to get trapped in the belief that you are hiring salespeople only for a certain set of skills. You focus your time and attention on what it is you want salespeople to do in the way of activities. The salesperson’s skills, their attributes, and their beliefs must be considered, but they often crowd out one of the most important constituencies you should be considering: your prospective clients.The first test to add to your evaluation is whether the salesperson you are considering is the person you want to deliver to your prospective and future clients.You are hiring for your prospects and clients.It makes sense to ask yourself some questions to include your prospect’s and client’s needs as part of your evaluation.Will your prospective clients want to buy from this person?Does she have the proper beliefs, attitude, and skills to actively work with your prospective clients to help them get the results they seek?Will she be someone that they trust and consider part of their management team?Who Are You Adding to Your Prospect’s Team?You spend a lot of time considering your value proposition, what you deliver to your clients and how you deliver it. You also spend a lot of time considering how you compete and win. It very much matters who you place at the intersection of creating value for your prospects and who represents you as you compete for opportunities.Your prospective client’s decisions about whether or not to buy from the salesperson you have offered them is a real evaluation of how well you made your hiring decision. It’s worth considering—especially when the salesperson is part of the solution.Were the last three or four salespeople you hired the right people for your prospective clients and clients?What really makes a salesperson the right salesperson to deliver to your prospects and clients?How instrumental is the salesperson in understanding your prospective client’s need and delivering the right solutions?If you were in your prospective client’s position, what would you want your company to deliver in the way of a salesperson?PART TWO:This is the second of three tests. Now you have looked at the sales person from you prospect’s perspective. You have to make a similar decision: Do I want to work with this salesperson every day?Part of Your TeamSometimes you may hire as if it’s enough that the person you hire can do the job for which you are hiring them. Rarely is this ever true. We spend most of our waking hours at work, and that means we often spend more time with the people we work with than we do with our family and friends.The salesperson’s cultural fit cannot be overlooked.It is important that the salesperson you hire fits you and your team. You are going to have to manage the salesperson, and that means you are going to spend time with them. You have to make a determination as to how well you believe you can work together.The rest of your team is also going to have to work with this person, including the parts of your organization outside of sales. As the salesperson works on opportunities, delivering will require that they work with your operations team, your accounting team, your risk team, and your management team. Are they the right fit? Is this someone who is going to be easily brought into the company and the culture?It’s easy to believe when hiring that it is enough that the person can do the job. But if they aren’t someone that you and your team are going to want to work with on a daily basis, then it is going to be difficult to for either the salesperson or the team to produce results.This doesn’t mean that the salesperson doesn’t also need to possess all the skills, abilities, beliefs and behaviors that the position requires. But you have to want to work with the salesperson you are hiring, just as your client is going to have to want to work with them.Do you consider how much time you are going to have to spend with a potential team member and your willingness to do so?What attributes, like likeability, are important when considering adding a salesperson to your team?What kind of person do they need to be to navigate your company successfully? What kind of relationships will they need and who with?PART THREE

:This third test is really more about you than it is about the salesperson, and this test is often the real determinant as to whether or not your salesperson will succeed or fail.This test is: How willing are you to take the actions necessary to ensure that this salesperson succeeds?Your Commitment to Your SalespeopleOnce you hire this person to sell for you, you are committed to doing all that is in your power to ensure that they succeed (this is, in part, why it is so important that they are a great cultural fit).As their sales manager or sales leader, you will have to invest your limited time and energy in this salesperson’s success. You will have to make certain that the salesperson has all of the training, the tools, and technologies to succeed in their role. You will also have to sure that they are successfully on-boarded, successfully introduced into the culture, and that they know how to navigate the organization to get results.These tasks fall to you as a commitment that you make when you hire a salesperson, and so your willingness to give this salesperson your time and support is critical.A Greater Commitment StillOnce you have hired the salesperson, you are also going to have to be willing to help them with any shortcomings they have in their sales skills, their sales behaviors, and actions, as well as their beliefs about sales. If you discover that they aren’t exactly where they need to be in regard to the skills and attributes they need to succeed, by hiring them, you are committed to helping them.Because these are often more challenging issues to help the salesperson improve, this is a greater commitment. You may not be able to uncover the areas that need improvement during the interviewing process, so you must be certain that you believe strongly enough in the salesperson’s ability to learn, as well as your commitment to ensuring their success before you hire them.What commitment do you make by hiring a salesperson and adding them to your team?What does that commitment require of you as their sales manager or sales leader?Can your newly hired salesperson be expected to perform as well as she needs to if you withhold your full support?These three tests will help you hire salespeople that can and will succeed.last_img read more

first_imgRaising the issue of income tax notices to several Durga Puja committees in the State, West Bengal Chief Minister Mamata Banerjee on Monday accused the Centre and the Bharatiya Janata Party of insulting the festival. Speaking to journalists at the State Secretariat, Ms. Banerjee said those who talk about Hinduism before the elections are insulting a religious festival like Durga Puja by asking the organisers to pay income tax. The Income Tax Department had issued notices to about 40 big budget pujas during the last festival, seeking details of their income and expenditure.“Those who believe in the Hindu religion, observe Durga Puja. Many political parties do not have to pay income tax for the funds they spend during the elections. Then why would the puja committees have to pay tax? I condemn this attitude,” she said.Ms Banerjee’s remarks, just before the onset of the festival season, assumes significance as the BJP is likely to associate with several community Durga Pujas this year. Durga Pujas in West Bengal also serve as a prominent means of reaching out to large number of people. ‘Subscription by people’The Chief Minister said that community Durga Pujas are held on subscription paid by people, who pay taxes and therefore the question of taxing puja funds does not arise. “It is an insult to the pujas,” she said. Last year, West Bengal government paid an honorarium of ₹10,000 to the community Durga Puja organisers, a decision that was challenged in thee Calcutta High Court.last_img read more

first_imgTamil Nadu Chief Minister J. Jayalalithaa on Tuesday sought Union Home Minister P. Chidambaram’s resignation, accusing him of securing a fraudulent victory in the 2009 Lok Sabha elections. “Chidambaram’s tenure as minister is untenable. He should resign. All the votes that he won were actually won by my candidate. He was never elected to Parliament in first place. He has done a fraud on the nation,” Jayalalithaa said at a press conference after meeting Prime Minister Manmohan Singh. Chidambaram, who was trailing his nearest rival for most of the counting, was eventually declared elected from Sivaganga constituency in Tamil Nadu. A case against his election is pending in the Supreme Court.During her meeting with the prime minister, Jayalalithaa presented a list of demands for her state and ruled out any move to join the UPA. “At present, the Congress and the DMK are allies. In such a situation, it is inappropriate for me to call Congress president Sonia Gandhi,” Jayalalithaa said on her first visit to Delhi after her assembly poll win.The AIADMK chief said she was keen to maintain friendly relations with the Centre and hoped for assistance on several state projects, including an additional 1000 MW of power from the central grid.Asked about several DMK leaders being mired in the 2G scam probe, Jayalalithaa launded the role of the judiciary in pushing the investigation. “The action taken by the Supreme Court in the 2G scam has restored my faith in the judiciary,” she said.The AIADMK chief reiterated her demand for the resignation of Union Textiles Minister Dayanidhi Maran, who is accused of irregularities in the 2G scam. “The prime minister must remove Maran if he does not step down,” she said.advertisementJayalalithaa’s two-day trip to Delhi had raised speculation that the Congress and the AIADMK were warming up to each other. On Monday, the first day of her trip to Delhi, many politicians paid Jayalalithaa a visit. Among them were Delhi Chief Minister Sheila Dikshit, BJP leader Ravi Shankar Prasad and CPI leader D. Raja.For more news on India, click here.For more news on Business, click here.For more news on Movies, click here.For more news on Sports, click here.last_img read more