The Tribune

By Scott Farrington

Most people would agree that hiring is one of the more challenging parts of running a business. Hiring a sales team member is even more challenging because you are interviewing people who are supposedly good at selling.

I have said in the past that everyone should have a hiring process. However, even after your candidate has jumped through all the hoops you have in place, they sometimes still do not fulfill your expectations.

So, for your next hire, here are tips on who not to hold on to for more than 30 days. Look for these clues with your new hire, and avoid the 90-day probationary period if your new employee falls into any of these categories.

Typically, around 30 days in, the new hire will show their true personality, characteristics and behaviour. Remember, on an interview, everyone is on best behaviour, which is normally exaggerated.

• ADD, which is better known as attention deficit disorder.

• He/she has the attention span of a boomerang. Here, then there and then everywhere.

• They are addicted to their smart phone, iPad or anything that vibrates and rings. They wear their smart phone on their belt like a cowboy, dangling their hand next to the phone, waiting for any signal to snatch their electronic device out of its holster. Everywhere they go, they are focused on their portable device as if their life counted on it. Every meeting they are texting, taking phone calls and focused on their side pistol.

• They are forgetting the most important element in sales: Interaction with a real, live human being. If they cannot stay focused for a second, then be prepared for them not to implement any sales techniques or sales training you may bring to the table. They will always wing any sales presentation or sales meeting with a client.

The ADD sales member cannot pay attention long enough to truly connect and understand the client’s true needs.

• The Non Prepper.

• This sales member is always disorganised; everything is last minute. They are the last ones to show up to meetings. They show up to work half-dressed. They are always late with reports, have paper all over their desk, etc etc.

• This member avoids role plays and skill drills during sales meetings because planning such activities takes preparation. As a result, they end up practicing in front of their prospects instead of their peers.

• The procrastinator.

• This member will be able to postpone their own funeral. Follow-up is an integral part of sales. I recently just wrote about this, and how important it is to have presentations, call backs executed when you say you’re going to.

Keep this in mind when you follow up with the procrastinator, and they say: “Oh yes, I’ll have that for you by tomorrow”. Tomorrow arrives, you receive nothing. Or “did you get that quote out to the client?” They say: “No, not yet, but I’ll get that completed tomorrow.”

If this is a continual practice, you have to become the terminator and terminate the procrastinator within 30 days.

• The Social butterfly

This member is everyone’s best friend, and you often find them around the water cooler or in the break room. They may not have enough friends outside of work, so they are more interested in the team members liking them rather than respecting them.

Conversations become almost labour intensive. This member will show up in your office, close the door behind them, sit down in front of your desk and occupy your time with non-work related topics.

The quickest way to get this person out of your office is to get up and walk out like you have somewhere to go. If you see this behaviour/interaction you have to become a lepidopterist (one who studies butterflies), and open the door and let them fly away in less than 90 days.

Even though your company may have a hiring process, inevitably some people will pass through, but that does not mean you have to wait for the full 90-day probationary period to release them.

A sales member can help a business achieve sustainable and profitable growth. Hire and KEEP only sales members with focus, and ones that make things happen. Look for leaders that desire to encourage, motivate and instill discipline into a sales team. The right sales members will allow you to focus on your role as the chief executive and grow your company.

All of these sales and marketing strategies are certain to keep your business on top during these challenging economic times. Have a productive and profitable week.Remember, those who market will make it.

• NB: Scott Farrington is president of SunTee EmbroidMe, a promotional and marketing company specialising in uniforms, embroidery, silk screen printing and promotional products.

Established over 27 years ago, SunTee EmbroidMe has assisted businesses from various industries in marketing themselves. Readers can contact Mr Farrington at SunTee EmbroidMe on East Shirley Street or by e-mail at scott@sun-tee.com or by telephone at 242-393-3104.