Have you ever hired a salesperson who looked great on paper but just couldn’t deliver results? It’s frustrating, isn’t it? You invest time, money, and energy into training them, only to find out they’re not the right fit.
The truth is, hiring for sales isn’t like hiring for other roles. Sales is brutal. It’s high-pressure. It’s relentless rejection followed by the sweet victory of a win. And not everyone can handle it.
That’s why I believe in constant recruitment. If I find someone exceptional, I don’t wait for an opening – I bring them in. It’s all about taking that bold step when you spot a true sales champion.
What Makes a Sales Champion?
A true sales champion is the right mix of mindset, skill, and resilience, such as-
1. A Big Ego and High Self-Esteem
Yes, you read that right. A big ego – when combined with humility – can be a powerful asset in sales. Why? Because rejection is part of the game. A salesperson with a strong sense of self-worth won’t crumble after hearing “no” for the tenth time that day. They’ll brush it off, adjust, and push forward.
2. Empathy
Contrary to the stereotype of the aggressive salesperson, the best ones deeply understand their customers. They don’t just sell – they guide, advise, and connect. If a prospect doesn’t feel understood, they won’t buy. It’s that simple.
3. Storytelling Skills
Facts tell, but stories sell. Research shows that people remember stories far more than statistics. A salesperson who can weave a compelling narrative isn’t just selling a product – they’re selling a vision, an outcome, and a transformation.
These qualities set sales champions apart. The question is, how do you find these standout traits in a sea of resumes and interviews? To find them, you need the Six Hoops Challenge – a proven method for spotting the best.
The Six Hoops Challenge: How to Find Your Champion
The Six Hoops Challenge is a simple yet powerful way to find the real sales stars. It’s all about putting candidates through the paces to see if they’ve got what it takes. Here’s how you can do that:
1. Find Out How They’re Built
Instead of diving straight into qualifications, start by understanding their story. Ask:
- What experiences have shaped them?
- What challenges are they currently facing?
- What lessons have they learned from their parents or mentors?
The way they tell their story will reveal their confidence, self-awareness, and ability to connect – crucial indicators of a great salesperson.
2. Look for Accomplishments
Champions don’t shy away from their achievements. Ask them:
- What’s a time they succeeded against the odds?
- What are their biggest personal and professional wins?
If they hesitate or downplay their achievements, they might lack the confidence needed to excel in sales.
3. Measure Their Self-Awareness
Ask them:
- Who’s the best salesperson they’ve ever met?
- How do they compare?
- What books or educators have they learned from?
If they say “Me,” you might just have a superstar. If they name someone else, their reasoning will show whether they have a growth mindset.
4. Test Their Empathy
Gauge their emotional intelligence with questions like:
- What are your best memories?
- What would your best friend say about you?
A great salesperson will use this as an opportunity to sell themselves. If they struggle to communicate their strengths, how will they sell your product?
5. Review Their Judgment
Walk through their CV and look for patterns. Have they been pulled into jobs because of their talent, or pushed out due to poor performance? Ask:
- Why were you hired?
- Why did you leave?
- What would your former manager say about you?
A history of being “pushed out” is a red flag. Champions are sought after.
6. The Ultimate Ego Test
This is where things get interesting. At the end of the interview, I challenge them:
- “You seem like a great person, but I need a superstar. I’m not convinced you’re it.”
Then I wait. And watch.
A true champion will push back. They’ll ask, “Why do you think that?” and then go on to sell themselves even harder. If they accept defeat, they’re not cut out for sales.
Ready to Build Your Dream Sales Team?
Hiring the right salespeople isn’t about chance – it’s about having the right strategy. To build a team of high-performing champions, you need a process that identifies the best and filters out the rest.
If you’re tired of settling for less than stellar candidates, let’s change that.
Book a call with me today, and together, we’ll craft a sales team that delivers results and takes your business to new heights.
