Involve your best sales people in hiring decisions. Ask team members to participate in interviewing new-hire candidates, when appropriate. This gives your producer a say in how the team works – a significant involvement in something that truly matters. Make sure you provide pre-training on effective interviewing. Such preparation not only gives team members a new skill, but also helps them to help you choose the right candidates for the sales team.
Hire for attitude, train for skill. It can be tempting to fill a vacancy with someone who has the required technical skills but has questionable attitudes and behaviors. Do not give in to the temptation of adding this “warm body” to your team. Bad hires drag down the entire team.
By following these simple steps, you will be on your way to developing a winning sales team!