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5 crucial qualities sales managers should look for when hiring salespeople — Matt Easton

Are you a sales manager that has been tasked with hiring and recruiting top salespeople? Oftentimes, sales managers start out as excellent salespeople but are not given the proper training to develop a hiring strategy of their own. Today on Inside Automotive, we’re pleased to welcome back Matt Easton, sales trainer, consultant, and Founder of Easton University, who discusses the characteristics and skills that sales managers should look for when hiring new salespeople.

Desirable qualities

  1. Work ethic: If a candidate is up front about their work ethic, it’s easier for the sales manager to predict the candidate’s future performance.
  2. Punctuality: Don’t overlook a candidate’s tardiness for the interview.
  3. Curiosity: Look for candidates who are genuinely curious by nature and ask questions about dealership processes and operations.
  4. Taking notes: This demonstrates that the candidate is engaged and attentive.
  5. Understanding the situation of the sales manager: Find potential hires that have new ideas to share and are enthusiastic about enacting them.

Less desirable qualities

  1. Pedigree: On the surface, experience might appear to be the most important quality. However, just because a candidate worked for your competitor, does not mean they will be a good fit for your dealership.
  2. Similarity: If a candidate is dressed similarly to you or has similar personality traits, then it might be tempting to hire them. Just because a potential hire has ‘the look,’ does not mean they will be as successful as you are.

The labor market is tight right now, but with a little extra investment, sales managers can find the needles in the haystack.


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