people personality Provident

How to Build a Sales Team

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success.com

Scenario A: If a prospective salesperson has experience, ask to speak to some of the clients she won on her last job.

Because of legal concerns or company policies, her past employer may not be able to give you anything other than dates of employment and eligibility for rehire, but her customers can say anything they want.

You want to know “Why did you decide to buy from this salesperson?” You can ask, “How did this salesperson help you with the decision you made?” Or, “How did she perform after she made the sale?”You aren’t hiring for you and your company.

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