Posted by Mike Carroll ● Mon, Apr 14, 2014 @ 14:04 PM

High Performing Sales People - How to Identify And Keep Them

High Performer

High performing sales people are customer centric and have the ability to execute and produce positive results, in turn increasing revenue and profitability.  While the definition seems simple, when interviewing and reviewing potential candidates, it can be hard to narrow down exactly what you should be looking for to identify high performers.

Here are some characteristics which will aide in identifying high performers:

Autonomy

High performers have the ability to manage themselves, their projects, and their priorities. They are independent and can work well, even without a lot of oversight. Ask them about a project or accomplishment they completed on their own, without a lot of outside accountability.

Input and Feedback

High performers are able to communicate clearly and effectively with supervisors and peers, at every level of the organization. They openly accept feedback, seeing it as a way to continue their growth. They are also willing to give feedback to others.

Taking Initiative

They know what they need in order to succeed.  In other words, high performing sales people are resourceful executers! Period.

Networking skills

High performers are able to develop relationships inside and outside the work environment. Building and maintaining relationships is part of how they live and work.This broadens the knowledge and contribution offered to the organization.

Open Mind

High performers enjoy introducing and managing change; keeping the organization up to date with technology, new concepts and solutions, and leading edge products and services. If something offers the opporutnity to improve the company or sales results, they do not think twice about changing the status quo to move forward.

While these may not come as a surprise, why do your hiring managers continue to settle for subpar performers? High performers are scarce in today’s volatile work environment.  By implementing a boundary spanning talent acquisition strategy you will be able to place high performers across the entire organization!  While they seem simplistic, take the time to discuss them with your sales management team. 

Often when we assess the existing sales organization of one of our clients, we discover the need to replace or add new members to the sales team. One of our many valuable services is assisting our clients with their hiring initiative. 

Whether you are in the process of hiring a new position or not, you can take the time to review your existing team to identify if you have any high performers.

Please contact us for more information on how to achieve a high performing culture.

 

Topics: high performers, hiring, Sales Management

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