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May 07, 2010
Hold True to Your Seller Profile When Hiring Professional Sales Staff

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, described the importance of hiring and retaining the right people:

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  • For the right reasons
  • For the right selling

The approach to consider is this:

  • Relationship sellers don't work well in a transactional setting.
  • Pure commission sales staff don't work well in team settings.
  • Ticket takers aren't sales staff.

Along those lines, consider and address why someone chooses to put a significant portion of their pay at risk. Typical characteristics of a good salesperson are:

  • Talent
  • Confidence
  • Values
  • A sense of achievement against self, goals, and others

These same people are looking for situational factors that will serve them well:

  • Management that knows what it is doing
  • Management that knows how to manage sales staff
  • Product quality
  • Operational quality
  • Company with a good reputation
  • Challenging but achievable goals

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at info@dankleinmanconsulting.com

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