HSMAI’s Sales Advisory Board (SAB) is developing resources to help hospitality organizations that are gearing up to bring back staff and hire for new positions, including sales hunters. The SAB has created a three-part series to help sales hunters improve their skills and increase their value to organizations, beginning with a checklist of best practices, followed by advice on developing prospecting skills, and now including this list of strengths to look for when hiring a sales hunter.
With the end of the COVID-19 pandemic still in the future — but at least in sight — sales professionals who are expert at lead generation and prospecting are in high demand. These hunters actively uncover new opportunities in the form of fresh customers and leads — and are able to close the business. Many hunters share the following attributes and strengths. If you’re looking to add a hunter to your team, look for these strengths in your candidates.
1. MOTIVATION: Successful sales hunters are self-starters who take initiative and are able to deal with call reluctance (otherwise known as fear).
2. TEAM ORIENTATION: They are able to collaborate with others for the benefit of the team.
3. SERVICE ORIENTATION: They have a desire to help others.
4. STRONG COMMUNICATIONS SKILLS: Excellent written and verbal communication skills are essential.
5. ABILITY TO EFFECTIVELY MULTITASK: It is important to be able to prioritize projects and prospects and stay organized.
6. WILLINGNESS TO LEARN AND DEVELOP NEW SKILLS: Adaptability and an inclination to stay current on professional knowledge and skills form a solid foundation for a hunter.
7. SELF-AWARENESS AND THE ABILITY TO SELF-ASSESS ACCURATELY: Successful sales hunters have a capacity for introspection and are able to recognize their own strengths and weaknesses.
8. EMPATHY: Are they able to sense others’ feelings and understand how they see things? Are they a good listener?