Top MSP company salespeople have strong beliefs in sales, strong drive, high energy and sensitivity toward their prospects’ needs. When you hire salespeople, determine whether they’re compatible with your team and your company culture. By asking the right questions and trying to get behind their masks, you can find people who are quick to think and act, as well as focused on the goals you have for your business.
The First Step Is to Narrow Down Your Candidates
So, how do you find salespeople who have great interpersonal skills and will knock down brick walls for your MSP company? With thought and preparation, you can get behind the masks of slick interviewees and find clues to the integrity, stability, and values of your candidates. The first step is to narrow down the candidates before arranging interviews.
Sort through the resumes – It will save a lot of time and effort if you narrow down your candidates before you start your interviews. When you check out the resumes, only consider the ones that reflect the skills, personality, traits, and experience that MSP sales demand.
Have a brief phone screening – Talking to your candidates over the phone is another way to narrow them down. The initial phone call lets you know which salespeople are upbeat, positive, and enthusiastic. You can ask questions like what the candidate likes about sales or why they’re changing jobs.
If any of your questions receive negative responses, such as one-word abrupt answers or every answer starts with, “I’m sick of …” or “I don’t’ like …,” then you might want to forget about interviewing them.
Picking the Winners in Your Interviews
Go into your interviews with a thorough knowledge of what you need from your salespeople. If you know the qualities you need, you can be a better judge of the character, behaviors, and experience of your candidates. The two questions to keep in mind during the interview are:
Can they do the job?
How badly do they want the job?
The following interview strategies can help you find the right fit for your team:
- Set up your interview in a private place where you won’t have interruptions
- Have an interview plan ready
- Be open and friendly
- Interact with your prospect and listen carefully to discover what’s really behind your prospect’s mask
- Ensure that you touch upon every aspect of your interview plan to uncover your candidate’s outstanding characteristics, sales skills, strengths, and weaknesses
- Always take good notes on every candidate
Building a strong sales team for your MSP company requires strategic focus because every salesperson significantly contributes to your bottom line. There aren’t many positions that carry as much responsibility for the profit or loss of your business. So, it’s important to do your due diligence and trust your judgment when recruiting salespeople that will represent you well in the marketplace.