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How To Hire Customer Service Stars

"What are some tips to ensure Ill hire the best customer service people?" That was the question the golf course owner asked me when she was about to begin hiring for another season. I dont profess to be an expert in running a golf course, but when I speak at conferences about customer service, Ill occasionally also facilitate an exchange of best practices among industry leaders. Heres a compilation of their top tips, which apply to any industry on how to hire customer service stars. Hire attitude over aptitude Technical tasks can be learned, but trying to change attitude is difficult. Look for these 3 key qualities found in strong customer service candidates: 1. Outgoing personality. By definition, its easier for an outgoing person than a shy person to engage with your customers. Choose the path of least resistance and hire people who arent afraid to talk to strangers. 2. Efficient worker. Customers are there to receive a product or service. That means hiring pe

Will This Sales Dog Hunt?

Have you ever been stumped by a bad hire? No, I am not talking about the professional interviewer that wooed the interviewing team or the resume that was fudged. Im talking about a strong resume where past sales numbers achieved were real and industry sales experience was deep. Why doesnt a new hires true success in the past transition to success in a new position? The problem could be that success achieved in their past sales life isnt lining up with factors needed for success in the new position. Below are six areas to examine when determining whether past success can transition into a new sales position. 1. Branded vs. Non-Branded In their past selling life, did the salesperson work for a well-branded company or product? If so, the name brand might have opened the door for the salesperson, not necessarily their prospecting skills. A salesperson from this background is great once the door is open but may lack the skills or behavior style necessary to get in without

Crucial Step #1 For Hiring A Sales Person

Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what they must be able to do to hiring a sales person succeed. -Who do they need to call on? -How strong will the resistance be? -How long is your sales cycle? -Will they be working from your office or remote? -Will they sell them and move on or develop long-term relationships? -How are you going to pay them- Straight commission or mostly salary? Something in between? The more clarity you have around the specific skills your sales superstar will need and the types of challenges they need to have successfully overcome in their immediate past, the better job youll do when writing a killer ad to attract the best potential candidates. In addition to the next two steps I will also be holding an upcoming webtrack with more in-depth information on "Hiring a Sales Superstar." This program will consist of a one hour webinar, followed by 21 days of reinforcement through sho

Hiring A Sales Superstar: 3 Crucial Steps

Congratulations! You finally got your budget to hire a new sales person approved and youre ready to start recruiting a sales superstar. With apologies to Guy Kawasaki (http://blog.guykawasaki.com/), get ready for an "Oh shitake!" moment when you ask yourself: 1. How do I attract and identify the right sales candidates who can ramp up quickly and have an immediate revenue impact? 2. How long will this take and how can I manage the sales hiring process without neglecting the 23 other "number one priorities" I need to accomplish every day? 3. Is there really anyway to be sure I am separating the sales superstars from the sales imposters? These are powerful questions just about every sales manager asks themselves when they decide its time to add new talent to their sales team. Over the next two weeks I will be outlining three (3) crucial steps you can take to save yourself months of frustration and thousands of misspent dollars. Check back on Wednesday, September 8th

Stop Looking For Great Sales People - They Dont Exist

You dont believe the title? Listen to this episode of the Sales Management Minute and you may change your mind. http://www.salesarchitects.net/salesdet.php?aid=83