How to Select Top Sales Talent

Author: Long Ping
Publisher:
Publish Date: 2006-01-01
Features: This book combines a large number of images and case studies, focusing on two major aspects: the five "vitamins" salespeople should possess and the 11 key sections of the sales talent recruitment process. It teaches us how to select sales talent that suits the development of the enterprise. What makes a good salesperson? 80% of customers only answer with two words—comfort. According to the author's five-year tracking survey of over 3,470 salespeople from different industries, the true standards of an excellent salesperson are five—confidence, understanding, influence, pleasing, and persistence. In the book, the author vividly refers to them as the "five vitamins of an excellent salesperson" and thoroughly elaborates on how they can be integrated with recruitment and selection work, offering a valuable solution. If the accuracy of performance predictions for newly hired salespeople is below 50%, or if the bottom 30% of salespeople in the team contribute less than 10% of the performance, it is essential to improve the sales recruitment process! Because selecting sales talent is the first step in creating optimal sales performance! And to take this step well, one must break conventional thinking, discard traditional criteria such as education, appearance, and experience, and strictly control the 11 key sections of the sales talent recruitment process to truly recruit top-tier sales talent! The author dedicates five chapters to explaining the methods and techniques for controlling the sales talent recruitment process, which holds significant reference value for enterprises in recruiting and selecting sales talent.