In the varied roles of a effective sales manager; managing people gets at least 50% weightage.

HIRING  SALES TALENT :

the sales manger’s role for 

better interviewing techniques

In the varied roles of a effective sales manager; managing people gets at least 50% weightage. Because the sales force takes care of the customer and the quality of talent you have in the sales force will determine how much of an edge you have in reaching the Customer. So throughout the employee life cycle: hiring, induction, developing, appraising and exit process ; the sales manager has to be oriented to the people management process to complete his role and responsibility as an effective and complete sales manager

 The most important thing that you need to do when you hire talent; is understand his or her workplace values. After all, you can train people to cover skills gaps, and you can help people gain experience. But it's really hard to get people to change their values; and they will be "problem workers" until they do. When values are out of alignment, people work towards different goals, with different intentions, and with different outcomes. This can damage work relationships, productivity, job satisfaction, and creative potential.

At the job interview the sales manager today has to play a vital role. HR dept in the corporate office cannot shoulder the entire responsibility. Some say tech-savvy companies use skype for streamlining the process. But nothing can substitute a trained and committed sales manager who is interested in bring the right people.

With best wishes

Dr Wilfred Monteiro