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Things To Look For When Hiring Successful Sellers Hiring is part of the sales process but businesses know there are things to look for when hiring successful sellers. Getting the right people to join your sales team is one of the most effective ways to boost your sales revenue. Billy Keels is a businessman living the life of a busy entrepreneur. In addition to being a happy husband and father, he is also working for a very large enterprise software company. There, he takes on different sales and leadership roles from regional to global levels. He’s done businesses in Europe, the Middle East, and Africa. Recently, he’s been doing enterprise sales in Barcelona, Spain by day as well as building his own investing business in the U.S. Things to look for when hiring successful sellers Sales leaders are always looking to hire successful sellers to help increase their revenue. The model in which a business is working is an important consideration when hiring new people. Business models vary. While some are constantly looking for new businesses, others adopt a farming role where they want to sell more within their existing customer base. Another consideration is the size of the business, whether it is a multinational brand or targeting a smaller niche. Hire the right behavior Of the three things to look for when hiring successful sellers, the first and the most difficult is the right behavior. If a business is hiring someone to work inside sales or remote selling, for example, and you’re looking to hire a salesperson who's going to have to make fifty to a hundred calls a day. The ideal candidate will need to be someone who can be proactive. They should be able to work without someone having to tell them to pick up the phone and make calls. This is a challenge because no matter how skilled the salesperson is, if he doesn’t have the impetus to pick up the phone, smile while talking with the customers, or keep the calls energetic, then he won’t have the behavior be successful in that position. Most successful salespeople didn’t have this proactive spirit when they started selling. It had to be developed over the years of working in sales. Being proactive is a core strength for sellers. It opens more doors, creates more connections, and can eventually point their customers toward the right decisions. At the end of the day, when you consider the sales process, regardless of the products and services you sell, it all comes down to being proactive and having the ability to go out and do what’s needed. Whether it’s selling knives door-to-door or selling in an enterprise, a salesperson should be able to design and execute an effective sales process by talking about the value they lend to the consumer through their products. As a hiring manager, a good interview question for potential candidates will give them the opportunity to talk about an experience when they got to be proactive. New sales reps tend to go through trial and error as they gain more experience, so ask about their experiences and what they have done, not what they would do. As they answer, listen carefully as they explain the way they dealt with needing to be proactive. Their answer will help you understand how they will do things in the future. Look for self-awareness There is so much opportunity that comes from being self-aware. The benefits are tied to existing behaviors as well as understanding the candidate’s skills, ambition, and attitude. Looking back at the successful people Billy hired in the past, he saw their high sense of self-awareness. Self-awareness is also integral to the type of model the seller is in. If you are hiring a salesperson for inside selling, then you might forego knowledge and go for a person who has a higher potential in selling products and services over the phone. As a sales leader, you compensate for that gap and...