Find & understand your HUNTER!

Never before have Companies been seeking to gain the services of a Sales HUNTER, as right now.

Far greater % of salespeople are cut out for existing account management, & the primary function is Customer retention & Management.

In today’s stressful time, Companies are all calling for HUNTERS.

But Few really understand this breed of sales “ANIMAL”!

Here are some tips about them & how to pick one out, to join your Team.

And when you DO, find one, hang on to them; they can be gold for your business.

Most especially in difficult economic times when a company needs to capture market share.

BUT keeping them interested & challenged, is a key to the HUNTER’s ongoing success.

They generally get bored very quickly with mundane routine.

Ensure you clearly define the role

Before even considering your interview questions, define a role where an experienced sales HUNTER can be successful and excited to perform.

And remember that the ideal Sales HUNTER is terrible at admin. Ensure you load them with only the bare minimum ~ & hold back on your own frustrations at their disregard for admin!

For example ~

a.      Separate the normal marketing activities

b.      Portion off the support activities to a sales administrative person

c.      Assign your most articulate technical staff to assist with the technical solution elements of the sales process.

Failure to do these things will most certainly blunt your planned attack on new business & frustrate the HUNTER no end.

You will also simply just attract the wrong people for this critical role.

The key HUNTER skills

So what are the key HUNTER skills ~

1.      strong prospecting skills

2.      a natural networker

3.      building relationships

4.      gaining trust

5.      the ability to close a deal 

They do not have the natural personality to have strong admin skills, write good emails, or even learn your quoting system.

These “mundane” tasks simply bore these unusual characters & in fact makes them disgruntled & unhappy employees.

Look instead for a person who will ~

1.      Thrive on talking with new people, learning their business challenges & provide valued solutions.

2.      Is excited about clinching a new account & then rushes off to seek out the next one when their new Customer is buying

Seeking out these rare Sellers

Now that you’ve established what your HUNTER is, here are questions to ask at an interview to make sure the Candidate before you, is the real McCoy……………………….

1.      Describe your approach to find new Prospects.

2.      Where would you find targeted Prospects?

3.      What do you find to be the hardest aspect of new business development?

4.      When nobody seems interested, what do you do?

5.      Describe your typical sales process for a new Prospect.

6.      Where do you feel you’ll need help in the sales process?

7.      Describe how you present a proposal to a Prospect ~ what support would you require?

8.      Action if a Prospect does not respond to your calls/ mails after you’ve presented a proposal?

9.      What do you think will be the biggest challenge selling our products & solutions?

10.  What concerns versus excites you most about this role?

The Sales Hunter Interview Objective

Of course there are other questions that you could put to the Candidate.

For example ~ how do they close etc

Never fall into the trap of asking these experts “sell me a pencil” type stereo question.

Need a hand?

And if you do need a hand in sourcing your HUNTER ~ talk to BizGro.

We have successfully employed over 1,000 Sellers of all varieties, to meet a Client’s specific needs, over many years.