The Coaching Effect Blog

The Coaching Effect Blog

    Recruiting Role of a Sales Coach

    by Kristi Shoemaker / April 18, 2011

    Recruiting top sales people is one of the most important tasks of a Sales Manager. Tony Cole, of Anthony Cole Training Group, outlines the TOP 10 List of Recruiting Skills.

    Recruiter Role of a Sales Coach

    1. Recruit the ideal profile. That means you have in writing, the perfect sales profile of the person you need to hire. Be diligent.
    2. Have a proactive recruiting process that allows you to fill an open slot immediately. Always be scouting.
    3. Always hire the BEST candidate for the job. Never settle, even if it takes longer.
    4. Don't be afraid to ask the difficult, fierce questions. It is OK to make them feel uncomfortable.
    5. Ask behavioral-based questions when you interview.  “How did you handle a situation like XYZ…”
    6. Create an interview environment similar to the environment they will be selling in. If the environment it tough and cold, the interview should be tough and cold.
    7. Take responsibility.  “I as the sales coach, didn’t do a good enough job hiring the right person…”
    8. Be a good decision maker. Can you make the an exit decision?  Tip: As soon as you have the thought “I should replace this person” you should start the process. Don’t fall into the coaching superman trap.
    9. Manage individual pipelines. Make sure you know the performance of each individual team member.
    10. Never stop recruiting!

    Tony Cole shared some effective interview questions that help you uncover a candidate's weaknesses before you hire them during our spring 6 Pillars of Sales Productivity Pre-Summit Workshop.  Read the blog post "Interview Questions To Identify Weaknesses"


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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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