It's hard to overestimate the importance of a sales director to most companies. The sales function is the heart of your enterprise, responsible for generating forward momentum and increasing your top line. So it's crucial to get the very best person for the job.
- Be aware that the best candidates have many options open. Be prepared to sell your company to them as much as they sell themselves to you.
- Carry out a thorough audit of the role.
- Then ask yourself what does 'good' look like in this job? Be precise in what you need and expect.
- There will be few candidates with precisely the right experience, so broaden the field by looking at competencies.
- Now audition professional recruitment agencies. Remember bigger is often better.
- Consider what form interviews should take? A panel is usually better than one to one.
- Consider holding part of the interview off-site. It will provide extra insight.
- During the interview probe, probe, probe. Ask for proof to support their claims.
- Compile your short list. You may consider using another form of assessment at this point.
- When you have made your decision, always take up a full range of references. And don't forget to debrief failed candidates if they want it. You never know when you might need them.
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