We have all heard of the “killer” sales person/manager.  They are the greatest – Right?

We are not talking the sharp 21^st century sales person/manager – the one who understands that the world has changed – selling has changed – information parity – we sell to human beings who are influenced and make decisions based on the social and psychological sciences.

We are talking about the “killer” sales person/manager who will destroy your business.  The “inside track” on these personalities is that they achieve where others fail.  The dark side is it is with a “no matter what the cost” mentality.  Every client we engage wants to improve their sales results.  Unfortunately, many times there is the at “no matter the cost” mentality in their sales manager and or sales team.

Intelligent, emotionally mature, forward thinking, social sciences-based methodologies, manager, mentor and achiever is what we desire from our leadership.

Desperate for improvements in their sales results, we see otherwise logical, grounded business leaders opt for the “sales at any cost” option, many times unknowingly.  They are blinded by the “bright light” of the promise of results.  They look to the social proofing found in reviews like LinkedIn “recommendations” instead of doing the hard work of aligning their sales needs to their company, clients and market.

The competitive field is littered with the decaying bodies of companies “visited” by the “killer’ sales person/manager.  These personalities are not your friends and need to be avoided at all costs.  They are “neanderthalic”, pre-historic, unintelligent, uninformed, “old school” self-serving, self-focused, narcissistic human beings.  They will destroy your business.  You will lose your clients, your revenue and any sales talent with respect for themselves.

How do you avoid the “killer” sales person/manager?  Here are some areas to consider:

1. Spend the time during the hiring process.  Talk to anyone you can about a candidate.  Not just their performance but how the candidate interacts with colleagues and clients.
2. Don’t rely on resume or LinkedIn fodder.  Studies have shown that most resumes are inflated and LinkedIn profiles will be typically written by the candidate themselves.  It is highly unlikely that they will point out their short comings.
3. Do a search of the web.  Look for the data points, collect and connect them.
4. Don’t rely on just the recruiter’s evaluation.  We have worked with a number of great recruiters and most attempt to vet their candidates well.  With additional work on your own behalf you can either confirm or question the information your recruiter is providing.
5. Ask good interview questions.  Predicting performance is always what is at stake when you hire someone.  Just because they did a great job at their last company is no guarantee they will do a great job for you.  There are too many variables involved; many you cannot reproduce in your operation.  Focus a large part of your questions on behavior.  How they like to be managed and situational questions designed to uncover the real person you are hiring.
6. Weight and evaluate all of the information you have gathered.  This is an alone exercise.  Be honest with yourself and be certain that not only will the results be there but that your sales “machine” will not be damaged in the process.
7. Seek the opposite you.  Scientific studies on human decision making indicate that we are subject to escalating commitment when we make a decision.  Seeking the opposite you will help you see your blind spots and may point out a destructive personality trait you missed.

Finally keep in mind that aligning your sales team to your ideal client and market is critical to optimizing your results.  Drop the “I can fire them, if it does not work out…” mentality.  This is not the mentality of an aligned operation.  Hiring and firing is a disruptive endeavor.  Distracting disruptions cause misalignment.

Do your homework.  Hire right and avoid the “killer” sales manager/person.

When you think about sales effectiveness at your organization, does it seem like you are close but just missing those unique elements that give you that competitive edge? Looking for a way to understand how your buyer thinks, decides, and reveals information? At The Nova Consulting Group, we believe that professional selling is a craft. With the Advanced Sales Conversation^©, you have those missing elements that move your salespeople from competency to mastery. With our deep understanding of what makes and sustains high-performance organizations, we provide integrated solutions that do not replace your sales methodology and yet advance a progressive selling mindset. Be bolder, more insightful, and get results. To learn more about how to master the craft of sales and encourage sustainable high performance, call  (617) 933-7249 or email info@novaconsultinggrp.com.