1) Observe long enough before you judge.
A lot of people make the mistake of judging a person’s sales ability at the first interview. If you think you can assess a person right away, you’re wrong. Now you’re thinking, “How would I know if that person’s ‘The One’”? It’s very simple: Work with him long enough to judge him!
There are two criteria with which you can base your judgment: consistency and attitude. Initially, you may readily judge a new hire based on his performance at the first month. Coincidentally, this is also the time when he’s still enthusiastic about his job. After this phase, you’ll never know if he’ll still continue this enthusiasm for months. The point here is that if this person is consistent with his performance after three months, then he’s a keeper. Also, observe his attitude towards failure. If he cannot take rejections, sales is not for him.
2) Know that a perfect guide to hiring salespeople doesn’t exist.
Do you have a checklist of the things you search for in a salesperson? If you really want to find “The One”, throw that list away. Immediately. I’m not mocking you or your ability in sales hiring, but you should remember that these so-called indicators on whether a sales hire will be a great salesperson aren’t precisely correct.
Ask this simple question instead: “Do I want to buy from this person?” Even if the signs from above tell you that he’s a good salesperson but you don’t think of buying from him, don’t hire him.
3) Search from your own network first.
Look around you. Perhaps “The One” is just your college classmate, your next-door neighbor, or even your closest friend. Right now, he might be in a very different career path and probably doesn’t want a job in sales, but you have to realize his potential. Get a person who is both charismatic and can make things happen. You might have someone in your mind right now – then give him a shot! Train him. He might be a great asset to your sales team. You’ll never know, he may just be “The One”.
Learn sales, while entertaining yourself!