Okay, I am the old man here. I have been hired, fired, succeeded, and failed. I have been surprised, sometimes shocked, and frequently disappointed. I patted myself on the back and tried to kick myself in the rear end. Finding the superstar is not easy but becoming a better “hirer” tilts the odds of winning the quest to get sales superstars and starts with you. It is often said… don’t hire in your own image. But that is difficult considering the fuel for a great salesperson contains a lot of ego. During an interview, you need to see command, enthusiasm, and curiosity. An interview is a two-way street. Candidates should interview you and you should offset their questions against the attributes you want to identify.
To improve your hiring quality, you need to know what drives a sales superstar. Perhaps the answer is an intangible quality, but there are some tangible and more obvious characteristics you need to identify in your candidate.
Superstar attributes, needs and interests:
Goal Achievement:
Successful salespeople are often highly goal-oriented and set ambitious targets for themselves and derive satisfaction from achieving or surpassing these goals.
Question - Can you tell me about a time when you set a challenging sales goal for yourself? How did you go about achieving it?
Financial Rewards:
Money is a big motivator for many sales professionals. The potential for high earnings through commissions, bonuses, and incentives is a big driver.
Question - How important are financial incentives to you? Can you give me an example of a time when you were motivated to exceed your sales targets because of the potential financial rewards?
Recognition and Validation:
Salespeople thrive on recognition and acknowledgment of their efforts. Whether it’s through awards, praise from colleagues or superiors, or public recognition, being appreciated for their achievements fuels their motivation.
Question - Do you like or expect recognition for your sales achievements? Can you share an example of when recognition motivated you to perform even better?
Competitiveness:
Many exceptional salespeople are inherently competitive. They enjoy the challenge of outperforming their peers and being at the top of leaderboards or sales rankings.
Question - Describe a situation where you competed with other salespeople. How did you handle the competition, what was the outcome and how did you stay motivated when you were not leading the sales rankings?
Autonomy and Independence:
The freedom to manage their own schedules, make decisions, and pursue leads in their own way can be a powerful motivator for sales professionals who value autonomy.
Question - What level of independence do you prefer in managing your sales activities? Do you take well to being managed?
Personal Growth and Development:
Continuous learning and improvement are important motivators for top salespeople. They seek opportunities for skill development, whether through training programs, mentorship, or self-directed learning, to enhance their effectiveness in sales.
Question: How important is continuous learning and development in your sales career? Do you read self-improvement books or go to courses?
Customer Satisfaction and Impact:
Exceptional salespeople take pride in providing solutions that genuinely meet their customers’ needs. The satisfaction of helping clients achieve their goals and solving their problems can be a significant source of motivation.
Question - What role does customer satisfaction play in your approach to sales? Can you describe a situation where you went above and beyond to ensure customer satisfaction in a sales interaction?
Passion for the Product or Service:
Salespeople who believe in the value and benefits of what they’re selling are often more motivated and persuasive. A genuine passion for the product or service they represent can drive their enthusiasm and determination to succeed.
Question - What excites you the most about our products and services and how do you convey your passion to potential customers?
Resilience and Perseverance:
Outstanding salespeople possess a high degree of resilience and perseverance, allowing them to bounce back from setbacks, handle rejection, and stay motivated in the face of challenges.
Question - Tell me about a time when you faced rejection or setbacks in sales, if any. How did you handle it? How do you stay motivated during challenging times in sales?”
Sense of purpose:
Some salespeople are motivated by a deeper sense of purpose. That must align with your company culture and mission.
Question - How do you see the product or service offered by our company aligning with your personal values or sense of purpose?
Joel D. Schaffer, MAS is CEO and Founder of Soundline, LLC, the pioneering supplier to the promotional products industry of audio products. Joel has 48 years of promotional product industry experience and proudly heralds “I was a distributor.” He has been on the advisory panel of the business and marketing department of St. John’s University in New York and is a frequent speaker at Rutgers Graduate School of Business. He is an industry Advocate and has appeared before the American Bankers Association, American Marketing Association, National Premium Sales Executives, American Booksellers Association and several other major groups. He has been a management consultant to organizations such as The College Board and helped many suppliers enter this industry. He is a frequent contributor to PPB and Counselor magazines. He has facilitated over 200 classes sharing his industry knowledge nationwide. He is known for his cutting humor and enthusiasm in presenting provocative and motivating programs. He is the only person to have received both the Marvin Spike Industry Lifetime Achievement Award (2002) and PPAI’s Distinguished Service Award (2011). He is a past director of PPAI and has chaired several PPAI committees and task forces. He is a past Chair of the SAAGNY Foundation, Past President of SAAGNY and a SAAGNY Hall of Fame member. He was cited by ASI as one of the 50 most influential people in the industry.