The full version of this article was first published at: 3 Steps to Creating Your B2B Channel Sales Dream Team
As sales executives or managers, you already know you’re in the business of people. Your customer—and their behavior—is the driving factor behind business. However, it’s equally important to look inward and ask yourself: Are my people happy? Because at the end of the day, your internal team is responsible for driving business. Hiring a B2B dream team is no simple task—but it can be done. Here are the three steps for making it happen: The Hiring Process Hiring can be a mixed bag. Get it right, however, and you’ll build a team of individuals who challenge each other and organically build on one another’s strengths. Sure, it’s important to define a profile of required knowledge and skill competencies. But it’s just as important to figure out your team culture, including your overall sales process. What is your personal managerial style? What kind of individual would thrive in your business environment? Are there specific skills required to sell your product? How do your vendors prefer to be sold? Write a concise, attractive job description, utilize your (and your colleagues’) network, and run ads in the right places. The Interview Process You’ve sifted through the resumes and referrals and discovered prospective reps you want to pursue. Now it’s time to bring them in for an interview. Even if you’ve interviewed candidates before, it’s important to brush up on your interview skills, because trust us—many managers do things wrong in the interview process. I often like to quote Peter Schultz, “Hire character. Train…
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