Since founding CNI Recruiting, I’ve been fortunate to connect with many highly talented sales professionals who are looking for a great company as their next (and last) employer. They are different from each other in many ways, but they all possess the same key elements that make them sales champions. The following is a description of these key elements and how the CNI Recruiting team tests for them.
I define intelligence as the ability to comprehend, analyze, exhibit judgement, reason, plan, and solve problems. We test for intelligence by describing real life sales problems and asking Candidates how they would solve them.
The best predictor of future performance is past performance. We review all prior jobs with Candidates and discuss goals, achievements, and failures.
Top sales professionals are passionate about sales. They enjoy selling and making a sale gives them a high level of “psychic income”. We test Candidates’ passion by asking them why they want to sell, what they like about selling and what they don’t like. We ask them to describe a recent sale.
Sales champions know how to build relationships. They research prospects and customers to learn about their business, products, services, markets and competitors. They know how to connect with gate keepers, influencers and decision makers. They are respectful of customers’ time. They are consultants who ask good questions, listen carefully to customers’ problems and demonstrate how their solutions can solve these problems. In their role as consultants, they are willing to respectfully challenge Customers when they are incorrect. We test for Candidates relationship building abilities by asking them about researching prospects and customers, connecting with key individuals, and acting as a consultant. Most importantly, we evaluate how they connect with interviewers and other company employees.
A Candidate’s job tenure record is a powerful indicator of future job tenure. Don’t be tempted to overlook a spotty job tenure record even if other criteria indicate that a Candidate is a top performer.
Top sales pros will do whatever it takes to make the sale. We test for this characteristic by asking Candidates to describe a difficult sale.
CNI Recruiting recruits top sales professional at all levels. Our referral fee is only 15% of Candidates’ first year base salary. There are no other charges and no surprises and we receive our fee only if you hire our Candidate. We provide World Class Service, including a market leading guarantee.
Please contact me today…we will exceed your expectations.