HOW TO DEVELOP YOUR SALES TEAM RESULTS
In my career I've conducted dozens of job interviews for executive positions, and I've developed a specific approach for recruiting a sales team leader.
It was important to me that the person in this position understood and followed the key principles of sales technique and also was able to analyze business metrics and identify problems.
During interviews, I often used the following exercise: I would give the candidate a superficial description of a made up sales team, then ask them to create a plan for its development.
In the first stage of this exercise, I would say to the candidate: “Now you can ask me any questions you want to get the information you need to create a development plan.
This helped me assess how the candidate knew how to work with the needs of the customer - their potential supervisor. Over time, I began to notice how many candidates with sales management experience almost completely ignored working with conversions and asked questions solely about the personality traits and soft skills of the fictitious team members.
I was genuinely surprised by my discovery, as in my mind it is impossible to grow a business without analyzing its performance. This video is dedicated to this very thesis and reveals the basic principles of finding problem areas in the work of the sales team.