FM Walsh & Associates Inc.

I get asked by a lot of clients for tips on how to find good salespeople for their team. Most business owners have had at least 1 or 2 disappointing experiences where they hired a candidate who interviewed extremely well and had a strong resume, only to find when it came to producing results nothing happened. Hiring mistakes like this are very costly. Unfortunately there is no magic solution when it comes to hiring good salespeople.

I just read a great article – Read between the resume lines - which Harvey Schachter recently posted to his blog at the Globe and Mail. He presents 8 tips for finding salespeople that can sell. My favourite tip and the one I consider most important is the last tip – only hire a salesperson who wraps up the interview listing the reasons why you should hire them. If they present a solid case for what they can do for your company in terms of dollars and revenue, that’s a good indication that they will produce results for your company.