Myers Barnes, founder of Kitty Hawk, N.C.– based Myers Barnes Associates
There is no real mystery to identifying a person who would be a great salesperson. Brian Tracy, a leadership and management consultant, professes the SWan formula.
When considering a new hire, try grading the person on these criteria:
S = Smart Does your prospect have the capacity to identify opportunities, process information, and communicate effectively?
W = Works hard Can you sense the level of commitment to seeing the job through to closure versus calling it a day at 5 p.m.?
A = Ambition To be successful, a salesperson must be a self-starter. While you can (and should) provide ongoing motivation, you need an individual with the ambition it takes to work independently.
N = Nice you should seek professionals who are friendly, moral, and ethical. Their actions reflect you and your business; ensure you won't be tainted by unseemly behaviors and actions. and don't be swayed by experience, which is nothing without demonstrated results.
If you find someone who scores high with the SWan formula, make an offer. This is a person who possesses the attitude of a successful salesperson. and remember: Hire for attitude, not for skill.