StaffingU and the Wintrip Consulting Group recently sponsored the Wall of Ideas, an idea exchange done graffiti-style, at the most recent Staffing World. Over the coming weeks, I’ll share some of these ideas and provide commentary on how to employ these in your firm.
Hire Salespeople Who Like Shiny Things
Healthy greed by itself does not a good salesperson make, however, this attribute is essential to ensure you have someone who will bring in substantial amounts of business. While many people will tell you they are money motivated in an interview, because that’s what they’re supposed to say, the proof is in the evidence. The newest version of a behavioral interview, the evidentiary interview, looks at past behavior as a predictor of future performance along with direct and tangible evidence in the present.
This should include provocative questions, such as:
“Give me an example of when you were behind on your own personal financial goals and specifically what you did to get back on track.”
In addition, to employ the full power of the evidentiary approach, you’ll need to monitor present behaviors that clearly demonstrate their financial motivation. This can include how they negotiate with you during the process and how well they negotiate simulated deals in demonstrations you conduct as part of second or third interviews.