Did you know the top sales performers in almost any field tend to share the same traits? They don’t make excuses; they have personal goals; they don’t get upset or discouraged when they receive a rejection. The world of technical sales is no different — the top-tier candidates that you’re looking for will have these traits and many more!
Let’s take a closer look at a few specific areas you can assess to determine whether or not a candidate falls into your top 5%.
Education and Experience
Education is one piece of the puzzle to consider when you’re assessing a candidate. Does your candidate have a bachelor’s degree, a master’s, or a PhD? Perhaps they have specialized training or certifications that make them uniquely qualified for the job. However, keep in mind that education itself isn’t everything. Experience is equally, if not more valuable. In addition to sales experience itself, a great candidate should have industry-specific experience, technical experience, and – ideally – leadership experience as well. Take a look at the candidate’s track record and prior client relationships to assess their experience.
Knowledge and Skills
A great candidate’s experience should afford them the skills and knowledge necessary to be considered a top 5% candidate. Technical knowledge and industry-specific skills are one thing, but it’s important to remember that “soft skills” are also essential. Your best candidates will possess stellar problem-solving capabilities, as well as excellent communication skills and negotiating prowess.
Finally, it’s important to look at a candidate’s personality traits. Almost all top-tier candidates will share similar characteristics. These include things like modesty, curiosity, and conscientiousness. Top 5% candidates are not self-conscious and won’t be discouraged easily, even though they’re very achievement oriented.
The top 5% candidates – your big game technical sales professionals – are the people who make everyone around them successful. When you know what traits to look for, you know how to find your top 5% candidates and turn them into your most prized talent.
Ready to find the top 5% and build your sales dream team? Contact GRS Recruiting today to get started.