Finding the Right Sales Staff: The “80/20″ Rule
How many times have you heard that 80% of your sales are generated from 20% of your customers? See Alan Rigg’s article in the November/December issue of Gift Basket Review to find out how this rule also applies to salespeople.
If you have several people in your company that are involved in sales, read this article to find out why certain staff outperforms others. Rigg emphasizes the need to get objective information when considering new hires or evaluating your current staff.
Twelve areas of questioning are suggested, including communication skills, attitude, energy and independence. He also lists a few areas for assessment that are not commonly considered: emotional toughness, independence, and learning rate.
This article offers great ideas for determining which people will fit most comfortably in that sales position which is so critical to the success of your business.
Add comment December 4th, 2006
