Create a Winning Sales Culture | Sales Leaders Must be Highly People-Oriented
“Employees who believe that management is concerned about them as a whole person – not just an employee – are more productive, more satisfied, more fulfilled. Satisfied employees mean satisfied customers, which leads to profitability.” – Anne Mulcahy
This is a follow-on of an earlier article focusing on the importance of selecting leaders with a high people-orientation.
It is critical to select sales leaders who have the highest integrity and ethical standards. After this requirement is met, you will want to know the candidate’s “people-orientation”. Please note that prior success/experience and skills for the particular job are very important; however, integrity and people-orientation must be minimum standards to be met before consideration is given to any other assets that candidates may bring to the table. And thus, background checks and more importantly, personal references from people you trust are essential.
Furthermore, to get a sense of an individual’s people-orientation, here are a few of questions that you might ask:
- “Describe the most fundamental responsibilities of a leader.”
- “Provide some insight and details on people who would say that you’ve had a significant impact on their career growth and development.”
- “How would former employees describe your relationship with them?”
- “Describe situations (within or outside of the workplace) where you have helped people with personal challenges and difficulties.”
The purpose of these questions is to gain a firm understanding as to the prospect’s interactions and relationships with other people. In your discussion, the expectation is that the candidate must provide clear and convincing examples of where he/she has demonstrated a willingness and a commitment to support and assist other human beings. You will know this when you see it, as folks who truly have a high people-orientation will exude a passion that will be clearly evident.