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Define the Role for the Right Fit Video

Hiring salespeople that are a good fit for your company’s role will free you up from having to constantly motivate them.  I had an owner of a company ask me, “How do you keep the team motivated? Our sales role is somewhat mundane. Do you have meetings and pump them up every day? Do you ring a bell, do you have a gong?”



I chuckled and said, “We don’t do cheerleading and we don’t bring gongs into sales meetings. But what we do is, we make sure that we are hiring the people that fit a particular sales role. Define the role and your are on your way to finding the right candidate.

If your sales role includes repetitive and mundane sales tasks without much closing, then we need to find the people that work well in this scenario. In this case, what we don’t want to do is hire the hunter-type who needs a high rate of closing. In other words, we find the right people that fit into the role.

Define the Role

So what do you do? You need to spend time defining what your role is. Sales roles vary across the industry. Because of this, you want to make sure your job description is well-defined. I use Wiley Profile International PXT Select. It helps me define the role and creates a template for the personality that would best fit the position.

You want to have your compensation plan clearly defined. You want to also define the strengths and the attributes of your culture. What are your company’s core values that you would like to express to your candidate? This is important because you want people that not only fit the role but also fit the culture of the company.

Be Candid

Once these things are defined, you can be very candid about the role and what is expected. At this point, you can start asking the right questions of the candidate. If your candidate has to work long hours, make sure this is understood. Also, investigate if they’ve done that before. However, if the job is mundane and repetitive, you want to explore how they handle this type of a sales position. Have they done those types of roles and have they enjoyed them? What do they enjoy about them?

Hire the Right Person

To summarize all of this, spend the time it takes to find the right person that fits your role. You’ll spend less time trying to keep them motivated. In other words, you don’t need to motivate someone who enjoys their job.

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Rene is the President of Sales Manager Now, a company that provides fractional sales management services to small and family-run businesses. He has twenty-seven years of experience in sales leadership, coaching, and consulting. He is also the author of the Part-Time Sales Management handbook and is based in Auburn, California.

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