The Art of Recruiting Salespeople
As a podcast host, I recently had the pleasure of interviewing Gabe Lullo, a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations. Here’s a recap of our discussion.
The Challenges of Recruiting Salespeople
Recruiting salespeople is no easy task, especially when it comes to entry-level positions. As Gabe pointed out, there are fewer indicators of skills and experience for these candidates, making the hiring process even more challenging. With the advancements in technology and the increasing number of applicants for each job, finding the right salesperson becomes a bigger challenge.
We also touched on the perception of sales as a career. It’s often seen as a stepping stone rather than a lifelong profession. However, Gabe emphasized that sales is a valuable and lucrative career path, with many CEOs having a background in sales.
The Impact of Technology on Sales
Our conversation then shifted to the impact of technology on sales. Initially, there was fear that automation would replace salespeople. However, as Gabe pointed out, it turned out to be an enhancement rather than a replacement. He highlighted the importance of assessing a candidate’s technology skills during the interview process, especially in a remote sales environment.
We discussed the various tools and applications that salespeople need to manage their sales pipeline effectively. However, we also cautioned against getting too caught up in technology and emphasized the need to focus on metrics and outcomes.
Recruiting Younger Generations
Recruiting younger generations presents its own set of challenges. These individuals are tech-savvy but also need to possess relationship-building skills. Gabe discussed the importance of communication skills, particularly on the phone, in the interview process for sales candidates. His company conducts role play sessions and provides opportunities for candidates to record themselves to assess their tonality, communication style, and articulation of messages.
We agreed that younger generations may not have as much experience talking on the phone, so training is necessary in this area. Gabe mentioned that they provide training and support to help candidates improve their phone communication skills. He also noted that finding individuals who can effectively influence others on a phone call is crucial.
The Importance of Attitude and Listening Skills
When it comes to recruiting, Gabe highlighted that attitude is everything. He looks for candidates with a positive attitude, enthusiasm, and charisma, which cannot be seen on a resume but can be assessed through video calls or Zoom meetings. He also values curiosity and intellectual curiosity, as it is essential for salespeople to understand the business of their customers and prospects.
Gabe also mentioned the importance of listening skills and how easily distracted people can be, regardless of their generation. He shared a trick they use in the interview process to test candidates’ listening skills.
Understanding What Motivates Salespeople
We also discussed the importance of understanding what motivates salespeople individually. Gabe mentioned a video by Gary Vaynerchuk, where he emphasizes that as sales leaders, it is crucial to know what motivates each team member instead of simply throwing money at them. He believes that many new sales leaders make the mistake of assuming that what motivates them will also motivate their team. He suggests asking salespeople directly what motivates them and then creating incentives around those motivations.
I agreed with Gabe and added that the answers to what motivates salespeople may surprise you. It’s significant to understand individual motivations to effectively incentivize and drive performance.
Introducing Alley Oop Audio
Gabe took the opportunity to introduce his company, Alley Oop Audio, which specializes in helping businesses generate more qualified demos and appointments for their sales teams. They handle the front end of prospecting through various personalized methods such as phone, LinkedIn, and email. Their goal is to increase the number of scheduled appointments and qualified demos for executive sales teams.
I acknowledged the value of Alley Oop Audio’s services and encourage you to check them out.
John is the Amazon-bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.