How do you recruit high performing sales professionals?

My team is currently reviewing how we interview and select the right team members for our communities. I was wondering what other management companies incorporate into their recruiting process to select high performing Sales Professionals?

Your feedback is greatly appreciated!

Rachel Daubert
Concord Management LTD

Charge the team with approaching those with whom they feel my be potential candidates. For example, at lunch should the server be particularly engaging, interested, competent, etc., give her/him your business card offering them to take a look at a career, perhaps a better wage, working conditions, and so on. One of the best Regional Manager's I ever had was hired as a result of stopping to talk to a part time contract laundry room cleaner.

Good luck,

Hi Rachel,
When you say sales professional do you mean leasing consultant? Sales people don't typically think of leasing as a sales job unfortunately. There are so many other duties involved - answering phones, taking work orders, delivering notices, etc. And often management companies don't pay much compared to what a good sales person can make elsewhere. A high performing sales professional can make a very good living in sales, but leasing consultants typically (your company may be different) aren't paid very much and unless you pay a percentage of the lease value, the commission doesn't amount to much either. So you get entry level people. When you consider the value of the lease term compared to what a leasing person is usually paid, it just doesn't add up to attracting top sales talent. Maybe attract sales people by paying a base plus percentage of the lease value rather than an hourly wage plus small lease bonus. And if you're already doing this, are you advertising what a typical leasing agent can make at your properties? Ultimatley since sales people are very money-driven, I think if leasing paid better, you would get better sales people.

Incorporate role-play into the interview process. This impromptu on-the-spot interview technique works really well just as it would in the normal day to day operations. You can role-play overcoming objections, fair housing questions, etc. Good Luck!!!

I wanted to thank everyone for their response, we greatly apprecaite your time and feedback. It has definitely given my team food for thought.

I think the first thing is look for people that are extroverts and like talking to people. They must have a personable character and be a good listener and observer. Be punctual and do what they say they are going to do. They cannot be thin skinned and have to be able to handle no. Then, they need to have a passion for the property/product they are selling. I think these are the basics.

Now having said all that, I do not care how good the sales professional is, if the product is not up to par it will impact the results!