Hire A Sales Superstar

I always think of the mutual fund industry when I talk about accolades when it says “past performance is not an indication of future performance”. I always think that if that is the case, then why are the most popular mutual funds those with four and five-star three, five and ten-year ratings on Morningstar?

Its because past performance is a very good indicator of future success. Just like in the mutual fund industry, people buy into performance. You as a top-performing sales manager want a full team of “four and five star” performers. And as a result, accolades are a “must have” in any sales hire. They represent Exhibit A that shows you what the salesperson can do. The beauty is that accolades, when they are consistent and multiple, the talents needed to produce those accolades transcend the industry.

I would submit that if a sales rep can sell boxes from a box factory in excess of his peer group and do it consistently over a three to five year period, then with a little training, she could sell biologicals just as well.

My point is this: don’t focus on the nice, carefully written paragraphs that describe what products they sold at Marshmallows Unlimited. What they sold doesn’t really matter – what matters most is how effective were they in selling it. Ignore the descriptions of job responsibilities completely, what do you really care what they sold? For a sales person, activity does not sell anything. Results are the only thing that matters.

Remember: It doesn’t necessarily matter what they sold, what matters most is how well they sold it versus their peers. If they have no rankings, accolades, awards listed, then don’t bother with the interview – you’re wasting your time! Go find resumes chock full of accolades, rankings and awards won. This is the earmark of an individual who cares most about results. And if those results are superior, then you’re getting closer to hiring your new sales salesperson.

Post a comment and tell me if you have Mutual Fund Industry-like-standard when hiring a sales person.