As I was reading part 2 of Colleen Stanley’s new book EI for Sales Leadership I was struck by the similarity of many points to a #LYNNSIGHT “Don’t ever spend more time, energy, or effort on someone’s success than they are willing to spend on themselves!“
Part 2 is all about creating the right team & hiring the right salespeople.
Aptitude & Attitude
I will say that the MOST important lesson I took away from this chapter is to “Getting clear on your non-negotiables requires self-awareness and introspection.” pg 24
Have you identified the things that you will 100% not tolerate in your organization – on your team? * for the record until I read this I had never considered it as a critical part of hiring *
As I look back on bad hires I made as a sales director – along with most of the conversations I’ve had coaching sales managers and leaders, the challenges discussed would have been eliminated IF:
1. time was taken to identify the traits that were unacceptable and immediate reason for NOT hiring someone.
2. if in the hiring process there were questions asked to uncover those traits.
GREAT news! Colleen has done the heavy lifting for you. Not only does she explain and identify five key areas to think about – she also includes interview questions for you to ask.
instant vs. delayed gratification
passion, perseverance, resiliency vs. the opposite
assertive vs. wimpy vs. aggressive
learner vs. laggard
and coachability
As Colleen writes at the beginning of part 2 “Learn how to hire great salespeople. It’s the difference between hell and happiness in sales leadership” pg 19
If this sounds like a great addition to the tools your organization needs in it’s hiring playbook – preorder your copy of EI for Sales Leadership: The Secret to Building High-Performance Sales Teams NOW, you’ll be glad you do!
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