Hiring the best salespeople is challenging for most organizations but it gets easier when we create a safe space to talk about Mental Health during the interview process.
Here is why:
The majority of sales leaders believe that in order to build a successful sales team you need to hire “A” players. Salespeople who embody traits like empathy, confidence, compassion and authenticity. Traits that will help them connect with new buyers and sell at a high level.
To find these people we often rely on complicated questions, personality tests or culture assessments during the interview process. Questions and tests that when asked will help sales leaders determine how strong an interviewee is in these areas.
Sometimes they work and sometimes they don’t. Often a really good candidate can pass these tests with flying colours and then end up struggling as soon as they get into the role.
But what if we’re getting this hiring process wrong?
What if the topic we avoid the most in sales… is actually the key to finding the best salespeople we need to build our dream sales team?
Mental Health.
Hiring Salespeople With Mental Health Works
When you think about it – the best salespeople are the ones who talk openly about Mental Health. They embody everything a sales person needs to be successful. Talking about Mental Health openly requires someone to be confident, vulnerable, authentic, self-aware, empathetic and willing trust others.
Not only do these traits make them effective at selling, but it helps sales leaders coach and lead effectively. It becomes easy to be transparent and understand each other. When someone on your sales team embodies these traits – it’s also inspiring and bring others on the team closer together.
Especially right now during COVID-19 sales leaders have responsibilities to support their team with their Mental Health. The hiring process is the perfect starting point.
We don’t need to ask complicated questions or create in-depth assessments. As a sales leader, one of the best thing we can do is talk openly about Mental Health during the interview process. Start this conversation on day one so the candidate knows it’s safe to be vulnerable and be their true self.
Only then – when both our masks are off – can we answer this question with certainty:
Will I enjoy working with this person on a regular basis?
In this video Jeff Riseley and Ryan Hiscox explore this topic and discuss how openly talking about Mental Health can help sales leaders find the best salespeople.
Ryan Hiscox: https://www.linkedin.com/in/rhiscox/
Mobi2GO: https://www.algolia.com
About The Author
Jeff Riseley is currently the Founder of the Sales Health Alliance and Mental Health Advocate. With over a decade of sales experience – Jeff understands the importance of Mental Health in achieving peak sales performance.
Jeff combines his sales (Sales Knowledge Institute) and Mental Health expertise to improve sales performance through a mix of sales mentorship and mental health best practices. His strategies have helped sales teams improve their sales process, while helping them become more motivated, resilient and better equipped to tackle stressful events within sales.
He is currently delivering these strategies through on-site workshops, coaching and speaking engagements. To explore working with Jeff contact him at [email protected]
