Over in our LinkedIn Sales Playbook community, Rob Evans started an interesting discussion centered around the struggle in finding quality sales reps.

Well it must have been “where the hell do I find a good sales rep” week because I also received 2 emails asking for a few ideas. Maybe it’s Rob’s fault, I don’t know but I thought I’d share a few ideas just the same.

The one thing I want to make clear, is this answers the “where do I find them?” question, and doesn’t ensure you’re about to hire a rock star (that’s what your thorough selection process should do).

You’ll see an underlying theme throughout these tips and it’s this . . .

Be on the lookout for a demonstration of the behavior(s) you feel a sales rock star (or someone working damn hard at becoming one) should have.

1) Start Taking Every Call From Sales Reps Trying To Sell You.

If someone screens your calls, tell them to stop. Taking that cold call will give you an idea of the sales rep’s phone skills and possibly present you with a candidate. Oh, and I’m pretty sure you’ll never have to bust this person’s stones about the importance of the phone in acquiring new business.

2) See every sales rep who knocks on your door.

You might automatically want to judge these types but why wouldn’t you consider someone who displays this type of piss and vinegar?

Note: Don’t be so quick to dismiss the people who knock on your door at home too. I think door to door b2c sales is by far one of the toughest things a person can do. This crowd is by far the toughest one out there!

Time Out: Again you might want to judge that one but let’s go back to what I said in the beginning . . .

“Be on the lookout for a demonstration of the behavior(s) you feel a sales rock star (or someone working damn hard at becoming one”should have.

If they have the DNA you’re looking for, you might want to consider (depending on what you sell) teaching them the rest. I’d rather teach someone product than have to whip them to death on the importance of getting off their ass but I’m a complex carbohydrate like that!

3) After hours networking events.

I want to set this one up properly by telling you that I’m not a huge fan of networking events during business hours. I’ve encountered far too many people where it became evident that they were looking for more of a grown up’s version of “Ferris Bueller’s” day off instead of working the magic of networking. I do believe it takes a certain level of dedication to work a day and then burn some midnight oil. Oh, and I’m pretty sure you’ll never have to preach to them about the importance of networking.

4) Social networking but be careful.

For 5 years now I’ve been preaching the importance of including social networking in one’s overall sales mix. Your prospect’s/client’s eyeballs have shifted, their buying behavior has changed and social networking is no longer a “should have” it’s an all caps “MUST HAVE”

Check the groups for those who are active.

Announce it in your status updates

Send an email to those in your network who might be able to help you.

Do searches by company and don’t just think about competitors, think about companies where a rep might demonstrate the same behaviors you’re looking for.

Note: You should also think about parallel industries where a rep sells to the same end user as you.

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One word of caution when it comes to social networking: While it’s important that reps have this in their sales mix, you want to be careful that you aren’t considering someone who plays around on it all day at the expense of their other sales activities.

5) Wherever One Goes To Hone Their Craft:

I would give some serious thought to the various courses, seminars and things like Toastmasters. Remember, we’re looking for places where the behaviors we seek  are displayed. Quite frankly, there are way too many “old dogs” in sales so why not consider someone who actually hones their craft? Oh, and I’m pretty sure you’ll never have to preach to them about the importance of honing your craft!

6) The Employees At Your Company:

I would set up an employee referral program.

Note: I’ve actually seen cheap bastards who don’t want to part with a few hundred dollars. Time to rethink that one. Employee referral programs will encourage teammates to be on the lookout for you and besides . . .

Sometimes rock stars hang out with other rock stars and as a bonus, they typically associate with people who have similar values, work ethic etc.

Tip: Set it up so the bonus is given after a certain amount of time.

So there you have it, 6 places for you to find your next sales rock star but certainly there must be more so;

Now it’s your turn . . .

Please scroll down to the comments and help us out with where we can look for our next sales rock star! Thanks in advance for contributing!

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