Sales people are the lifeblood of every organization. But despite their importance, many businesses are uneasy when it comes to hiring sales professionals in the agriculture industry. Did you know that top sales professionals can utilize their knowledge and expertise to successfully transition into the agriculture industry?
What Makes a Great Salesperson?
Great salespeople are more focused on building relationships that build companies, rather that just making a one-off sale. They think beyond the single transaction and because of that, they often see things the competition can miss out on.
Great salespeople stand by their word. They offer a lot and deliver even more. They are men and women of their word, something increasingly rare in business today.
Great salespeople are overachievers and tend to surround themselves with other overachievers. Just the way a top athlete is always focused on improving his or her game, a great salesperson is always focused on selling.
These are just some of the things that move a salesperson into the top tier. Did you notice, though, that none of the items listed were specific or exclusive to the hiring sales people for the agriculture industry?
Industry Information
It’s true that the agriculture industry, like any other industry, requires specific knowledge and understanding. But it can be readily learned by invested sales staff. The top pharmaceutical sales professional may not know the finer points of crop nutrition or how they might affect specific crops when they apply for the position, but they can be fully versed in the intricacies of the subject in no time at all.
Questions to Ask When Hiring Sales Staff
Here are four questions you should ask a candidate to determine if you’re getting a top sales person!
Which is worse: Failing to meet a sales quota, or having an unhappy customer?
The answer to this question will tell you whether your sales applicant is focused solely on financial gain or on building relationships. And we know the importance of relationships.
What motivates you?
This direct question offers up real insight into the candidates thought process. Listen carefully to the answer and how it aligns with your company culture.
How do you handle customer rejection?
Listen for signs of a thought-out personal process here. An off-the-cuff approach or an inclination to ‘wing it’ won’t be present in the top sales person you’re seeking.
How do you plan to shore up your knowledge gap?
Ask your candidate outright what their plans are to acquire the necessary agriculture industry information. What research have they done for this interview? Are they focused on learning current industry trends? Are they talking to others in the industry? This question has the added benefit of starting a dialogue. If you like the potential of the candidate sitting across from you, take this opportunity to recommend ways they can acquire industry-specific information relevant to the role you’re looking to fill.
At the end of the day, a top sales professional will sell. While they may not have a long history in agricultural sales, it doesn’t mean they can’t become a top performer. The skills that make someone a top sales person are not industry specific; they are, however, sales-specific. By looking for a top sales professional first, you’re halfway to finding your next superstar.
If you’re considering hiring sales staff for the agriculture industry, talk to one of the industry professionals at Morris Bixby today. Let their experience and passion help you find your next top agricultural sales professional.