Recently I was chatting with a client about their company’s ability to attract, train and maintain sales staff.

Inevitably the conversation got around to the subject of Gen Y. My client’s frustration with Gen Y pivoted around their seemingly transient nature.

As his long standing frustration boiled over, he exclaimed …

“Why should I train them when they’re going to leave?”

My response was simple:

“What happens if you don’t train them and they stay?”

Sales recruitment is a challenge these days and the traditional interview methods no longer work.

Methods need to change, techniques need adjustment. 

Using carefully crafted questions, you need to focus on two personal attributes – energy and tenacity.

They are what make the difference.

 ENERGY can best be described as consistently maintaining high levels of activity or productivity; sustaining long working hours when necessary; operating with vigour, effectiveness, and determination over extended periods of time. This attribute demonstrates they can maintain stamina and effectiveness.

TENACITY can be described as staying with a position or plan-of-action until the desired objective is obtained or is no longer reasonably attainable. This attribute demonstrates they’ll persist and can [and will] redirect their focus if required to achieve a result.

Applicants from varying backgrounds are attracted to the perceived glamour of the hair and beauty industry and they have a desire to sell in our community.

However, this desire needs to be shaped and harnessed in the direction that your business is going.

They have the desire; training will give them direction.

The training needs to align their values with the values of your brand.

This can be easily achieved through industry specific training – induction and ongoing – that is empathetic and considerate of our industry idiosyncrasies.

Fundamentally, they need to understand how salon and spa owners like to be sold.

What pushes their buttons? And what switches them off?

It’s critical to establish an early understanding of this when training new staff. If you do, a much faster industry acceptance happens and the growth in sales results from that salesperson is much quicker.

Skills and compassion can be taught.

This is especially true if an effective sales induction program is designed and consistently implemented.

Photo credit: Kalexanderson via photopin cc