how do you figure out somebody sucks at sales?

If you're really good at selling, you'll pick up clues from them as they talk about their sales experience.

Are you asking about hiring a salesperson? In person, or on the phone?

There are many different personality tests you may have employees take that specifically graph out traits which are both good and bad for sales. They can be issued as a 'fun work project' on the side for a few minutes, but would allow management to really dive in to see where or who they need to focus their coaching the most.

Ever take a personality pre-test for an employer? If you failed, chances are you didn't receive a call back.

Can the real "Good" sales people be hired? If they are good, they work for themselves IMO.?

I have trained many people in the field. The best way to find out if someone is good or bad at sales is to shadow them in the field. Hang around in the background as to not be too noticeable to the sales rep or customer and then figure out what he or she is doing right and doing wrong. This is the best way I know how to find out if someone is doing good or needs improvement in the field.

HI there,

I think the first tell-tale sign of whether they're any good is their desire to actually be in "sales". They'll talk about sales, closing, pipelines, percentages, bonuses, leads and their enthusiasm about these aspects of sales will show in their conversation, actions and results.

Once they're willing to actually get some results, they have a basis for improvement and can be trained and consulted with.

Chet Holmes (RIP) has a shortcut for this process:

https://www.youtube.com/watch?v=7nYpVa54b3k

All the best,

Sasha

What I do is during the interview process is hand them a (Pencil) yes a pencil and ask them to give you 3 angles to sell it to you..if they sold you on that pencil "keep 'em".

So you want to know who in your workplace are the guys who know their stuff and who you ought to listen to? For starters, don't listen to the complainers.

I think the really good salespeople are going to be the ones who don't engage in conversations with you. They're busy. They're there to make money so they're on the phone or with a customer or doing something.

Of course they could be busy, working hard, but not make money. So if you don't know their numbers, this may be hard to tell. Maybe see who hates them. See who's jealous. Gauge it that way.

If you're interviewing them, tell them you don't think they're quite cut out for sales. If they want to jump down your throat and tear your heart and liver out in response, hire them.

There are different types of "Top" sales pros.

If you are looking for someone who can deliver in a small business environment, you more than likely don't want to hire someone who was great in a corporate environment.

The guys who kicked ass in large organizations, need that support structure to thrive. This is not a weakness in them, it is just how they have practiced and excelled. They do best when there is support structure, marketing collateral, a secretary to answer calls, a robust lead gen system, and other people who do all the work. They sell, they are excellent at it.

In most smaller businesses, you are looking for someone who can do evangelistic sales. This person generates leads, takes part in account management, knows they don't have a robust organization behind them. They are "out there" in the wild, making it happen. They can function as a lone wolf and manage all aspects of the sales process. This person is a whole different creature than the corporate sales guy.

I have never seen a small business hire in someone with large corporate experience and then make a ton of sales. Almost all sales in a small business are evangelistic. This is about passion and belief. This is about drive and control.

You need to seek out people who are evangelists and learn to harness their energy.

You need proof. If someone claims to be great at sales, then ask for proof and validation. Simple as that, proof separates the BSers from the truthful ones...

Awesome responses in this thread.

You will know as soon as he starts selling he will be the real deal.

Look at his sales process, how much does he talk? Does he listen? How hungry is his attitude?

Yeah.

Most people that are in business these days don't have good sales skills per say.

From a pure hunting perspective they really don't, it's a specialized skill.

I never went to school to learn how to sell, I did it from trial and error and still believe that I still have a lot to learn before I consider myself as a professional

Successful salespeople:

Are rarely in the office, except to prospect over the phone or to turn in service agreements.

Are always booked solid the following week.

Don't screw around with shooting the shit.