1

!"# %" !&'( %)( *&+)% ,-.(/ 0+(1% 2)(34.&/%

5678679
I. :)( ,-.(/ :'-&%/ ; <('/"1-.&%= 2)-'-3%('&/%&3/ "> -
+'(-% /-.(/ ?('/"16

These aie the tiaits I founu that weie neeueu foi the people that I
hiieu.
!"1(/%= @ defined as a facet of moral character suggesting positive
and virtuous attributes such as integrity, truthfulness, the absence of
lying, cheating, and theft. Furthermore, honesty means being loyal,
fair, and sincere.
The Right Sales Agent to hire, obviously, would not be -
A&/)"1(/% ?('/"16
B1%(+'&%= - the derivation of this word means wholeness. It means
uncompromising predictable commitment to actions, values, and
principles.
C%)&3/ D a system of determining right and wrong conduct; it means
doing the greatest overall good. Ethics is a system that clearly
defines looking at a broader scope of right and wrong, not just what
is best for you as an individual.
2"E'-+( @ the ability and willingness to confront fear, pain,
danger, uncertainty, or intimidation. This can be very important for a
sales agent especially when it comes to upholding ones honor and
professionalism.
F&/3&?.&1( @ a course of action leading to a greater goal than the
satisfaction of the immediate. A disciplined person is one that has
established a goal and is willing to achieve that goal even at the
expense of his or her immediate comfort.
Discipline is the assertion of willpower over more base desires, and
is usually understood to be synonymous with self-control.
F&/3&?.&1( "> <('/(G('-13( is one of the key traits that youll want
to see in an interviewee.
<('/(G('-13( D &/ A(>&1(A -/H steadfastness in doing something
2
despite difficulty or delay in achieving success.

0AG-13(A 2"IIE1&3-%&"1 ,4&../ D used by agents who have
mastered the art of communication. The next four traits are
indicative of someone who has good communication skills.
(Note: there are additional advanced communication skills beyond
those listed below.)

B1%('(/% D defined as attention on someone or something.
B1%('(/%(A G('/E/ J(&1+ B1%('(/%&1+ D when creating a
relationship with another, there are basically two types of
relationship based individuals; those who are interested in
others and those who are more interested in themselves.
A candidate who is interested in others is one who truly likes
people. Theyre people oriented people.
(Obviously there are times when an individual will talk about
himself and relate a story, but that is not what were talking
about here. What Im referring to above, is a person who is
primarily fixated on being interest-ing. Its all about ME.
They tend to focus on themselves; their problems, their desires,
and their stories.
0 K""A L&/%(1(' - one who is willing to be there
comfortably with their prospect and learn whats needed and
wanted from him. A good listener is not thinking about
tonights big game, how much he can make on a deal or
even what hes going to say to the prospect next after the
prospect stops babbling.
A good listener is sincerely paying attention to what the
prospect is saying.
0 K""A FE?.&3-%"' D Duplication also requires being there.
However, it takes listening to a much higher level. Good
duplication is getting and understanding what the prospect has
said to such a degree that you can relate it back to them and
they know that you got what they said.
S
An interviewee who cannot duplicate what was said is indicative
of one who 1) isnt paying attention, 2) may have a low aptitude
(the ability to recall) and /or 3) one who has a limited or poor
vocabulary making it difficult to conceptually duplicate what
was said.
B1A&G&AE-./ %)-% ="E #-1% "1 ="E' %(-I )-G( M "> %)( 1(N% O
%'-&%/6 B> %)(= /)"E.A )-G( %)( "%)(' %)'((P ="E /)"E.A 1"%
3"1/&A(' %)(I6
Some individuals do wear black hats and should be avoided.



Look at the doingness of the person when you want to know who to
have on your team and who to avoid. Are they
a) Ready, Willing & Able those willing to help, pitch in and
are team members. They may not have the
highest IQ but their willingness (the quality or
state of being prepared to do something; readiness)
makes them very desirable to have on a team.

4
b) Lazy & Shiftless basically, the person who is lazy
and lacks ambition.

c) Uncooperative & Resistant the person who is openly
resistant, disobedient (doesnt obey the rules or anyone in
authority). They have a tendency to put others down and
suppress the activities of those around them.
d) Problem ridden; hes sick, accident prone, makes
mistakes, and or doesnt have enough money to make
ends meet. These people usually bring problems with
them to the job.
e) The person who manifests Competence. He has the ability
to do something successfully and efficiently.
He knows how to get things done.

Above are key characteristics of those you want to hire. And some
who you most definitely would not want on your team.

BB6 :)( B1%('G&(#&1+ QE(/%&"1/ - the following questions aie
uesigneu to help you ueteimine who is the most qualifieu peison foi
the position you'ie looking to fill.
Note: most of these questions aie uesigneu "to get unuei the hoou"
anu invaue one's piivacy. Feel fiee to tell youi piospect exactly that.
Anu mention that if they uon't feel comfoitable answeiing any of the
questions you aie about to ask they uo not have to uo so.
0f couise, by not answeiing some of these questions it may veiy well
uisqualify them fiom the position that they aie seeking.
Some of these questions may cause a bit of uncomfoitableness foi
both the inteiviewei anu the inteiviewee.
But, uon't lose sight of the fact that Y00 aie consiueiing inviting this
peison into youi business - youi business is like youi innei ciicle,
youi family, wheie you eain youi livelihoou anu wheie the iest of
youi team eains theiis.
S
The olu auage, "one bau apple can spoil the baiiel" is tiue. So tiy not
to let any bau apples get in youi baiiel. Ask the questions that you
feel apply anu please uon't be squeamish about uoing so.
Be willing to ask these questions anu you'll not only select a bettei
canuiuate, but you'll also be PR0TECTINu youi business fiom futuie
haim.

0ne last point on this, it is fai bettei to RSTU who the bau hats aie
befoie they join the fiim, iathei than aftei.


!"1(/%= QE(/%&"1/V
76 B1 JE/&1(// A&A ="E (G(' >((. %)-% ="E '&??(A ">> W %""4
-AG-1%-+( "> - 3E/%"I(' "' 3.&(1%X B1 "%)(' #"'A/ +-G( %)(I
.(// "> - G-.E( %)-1 %)(= (N?(3%(A6

M6 B> /"P %(.. I( -J"E% &%X Listen to them to ueteimine whethei oi
not you aie getting a genuine well aiticulateu anu honest
answei. Anu if so, uoes he now feel any iemoise oi penitence
about it.
56 T1 - /3-.( "> 7 %" 7YYP )"# &I?"'%-1% &/ &% %" J(
/%'-&+)%>"'#-'A -1A )"1(/% #&%) ="E' JE/&1(//
3E/%"I('/X

Look foi any hesitation in theii answei,
Ask him to explain why he gave the metiic answei that he uiu.

96 !-G( ="E (G(' J((1 -''(/%(A -1A &> /"P >"' #)-%X Pull the
stiing fuithei if neeu be to get the ieal answei.

6
B1%(+'&%= QE(/%&"1/V
O6 :(.. I( #)&3) -'( ="E' I"/% &I?"'%-1% G-.E(/ -1A
?'&13&?.(/ %)-% +E&A( ="E' .&>(6
Any long lag in answeiing this question is inuicative of someone
who might not be ieauily guiueu by values anu piinciples.


C%)&3 QE(/%&"1/V
Z6 B> ="E #('( "G('?-&A - 3"II&//&"1WJ"1E/P #)-% #"E.A ="E
A" "' 1"% A"X

[6 U)-% #"E.A ="E A" &> ="E' /E?('G&/"' -/4(A ="E %"
&+1"'( -1 "G('?-=I(1% J= "1( "> ="E' 3E/%"I('/W3.&(1%/X


2"E'-+( QE(/%&"1/V
\6 U)-%]/ %)( I"/% 3"E'-+("E/ %)&1+ %)-% ="E]G( (G(' A"1(
&1 JE/&1(// -1A &1 ="E' ?('/"1-. .&>(X
T13( -+-&1P B #-%3) >"' -1= )(/&%-%&"1 "1 %)( ?-'% "> %)( /-.(/
-+(1% 3-1A&A-%( %" -1/#(' %)( ^E(/%&"16

F&/3&?.&1(W<('/(G('-13( QE(/%&"1/V
86 K&G( I( %#" (N-I?.(/ "> )"# ="E )-G( ?('/(G('(A -1A
>".."#(A - A&/3&?.&1(A 3"E'/( "> -3%&"1 %" -3)&(G( /"I(%)&1+
#"'%)#)&.( &1 J"%) JE/&1(// -1A &1 ="E' ?('/"1-. .&>(X
7Y6 K&G( I( %#" (N-I?.(/ "> #)('( ="E A&A 1"% ?('/(G('( "1 -
A&/3&?.&1(A 3"E'/( "> -3%&"16

7
2"IIE1&3-%&"1 ,4&../
776 0/4 )"# &I?"'%-1% )( >((./ +""A 3"IIE1&3-%&"1 /4&../ -'(
#)(1 A(-.&1+ #&%) - ?'"/?(3%X
7M6 2-1 )( +&G( -1 (N-I?.( "> #)-% - +""A 3"IIE1&3-%&"1 /4&..
I&+)% J( %)-% )( E/(/X (Theie is a complete list of these skills
that we woulu be happy to fuinish to you.)

B1%('(/% G/6 B1%('(/%&1+

756 Explain the uiffeience between "inteiest" vs. "inteiesting" anu
give examples of each.

See if theie is a shift of any kinu in youi piospect being
inteiesteu vs. inteiesting aftei youi examples of these
manifestations. _2-.. I( &> ="E )-G( -1= ^E(/%&"1/ -J"E% %)&/
&I?"'%-1% ^E(/%&"16`
796 B> 1" /)&>% "> G&(#?"&1%P -/4 %)(I /%'-&+)% "E% &> %)(= 3-1 /((
%)( &I?"'%-13( "> J(&1+ I"'( &1%('(/%(A &1 %)( ?'"/?(3%
%)-1 %)(= -'( &1 %)(I/(.G(/X


K""A L&/%(1('
7O6 K&G( I( %#" (N-I?.(/ "> #)(1 ="E A&A1]% .&/%(1 %"
#)-% %)( "%)(' ?('/"1 #-/ /-=&1+ %" ="E6

K""A FE?.&3-%"'
7Z6 K&G( I( -1 (N-I?.( "> #)(1 ="E #('( .&/%(1&1+P JE% 1"%
AE?.&3-%&1+ #)-% #-/ /-&A6

8
:)( a&G( 0AA&%&"1-. :'-&%/V
*(-A=P U&..&1+ ; 0J.(V

N0TE this question is not askeu now, but is askeu aftei the canuiuate
has ieau, The Iueal Sales Peison }ob Besciiption.

7[6 T1 - /3-.( "> 7 %" 7YP )"# #&..&1+ -'( ="E %" >".."# %)&/ b"J
F(/3'&?%&"1X

L-c=P 1" -IJ&%&"1

7\6 B> ="E #('( %" '(3(&G( - ?"/&%&"1 #&%) "E' 3"I?-1=P #)-%
I&+)% /"I( "> ="E' -IJ&%&"1/ J(X
d13""?('-%&G( ; *(/&/%-1%

786 0/4 #)-% )( .&4(A -1A A&A1]% .&4( -J"E% )&/ ?'&"' %)'((
#"'4&1+ ?"/&%&"1/6

Pay close attention to how he talks about his foimei bosses anu
co-woikeis.
MY6 !-G( )&I (N?.-&1 )&/ J(/% -1A #"'/% /(..&1+ (N?('&(13(6

0 <"%(1%&-. <'"J.(I >"' %)( 3"I?-1=
M76 0/4 %)( 3-1A&A-%( #)-% )( .&4(/ -1A A"(/1]% .&4( -J"E%
/(..&1+X K&G&1+ -1= -1A -.. ?-/% (N?('&(13(/6

MM6 !"#]/ ="E' )(-.%)X 01= -'(-/ "> A&>>&3E.%=X
M56 U('( %)('( -1= ?("?.( %)-% ="E A&A1]% +(% -."1+ #&%) -% ="E'
.-/% %#" e"J/X U)" 3"I(/ %" I&1AX :(.. I( I"'( -J"E% %)&/6
M96 B> ">>('(A %)&/ ?"/&%&"1P #&.. ="E )-G( - ?'"J.(I .&G&1+ #&%)&1
="E' I(-1/X
9

You may even consiuei stating that the company has a
policy to not hiie an inuiviuual who cannot pay theii bills.

2"I?(%(13( @ The Competence questions tell whethei youi
canuiuate is:
a) inclineu to continue in theii sales caieei long teim
b) ill suiteu foi this piofession
c) manifesting a buin out synuiome
u) is just N0T a goou canuiuate foi the position

MO6 S-I( %)'(( %)&1+/ %)-% ="E -'( I"/% ?'"EA ">
)-G&1+ -33"I?.&/)(A &1 ="E' JE/&1(// .&>(6
Any hesitation in answeiing this question is not a
goou inuicatoi.
If theie is anything in theii answei that is uncleai oi
that you uiun't unueistanu, get them to claiify it.
If you uiun't unueistanu it, ask again. In eithei case, it's
not a goou answei if the aiticulation of theii piouuest moments in
sales cannot be easily anu enthusiastically aiticulateu.
The magnituue of theii answeis is also a key
inuicatoi of theii accomplishments.
The same logic pievails foi the iest of the Competency
questions.
MZ6 U)-% %#" %)&1+/ -'( ="E .(-/% ?'"EA "> )-G&1+ A"1( &1 ="E'
JE/&1(// 3-'(('6
M[6 U)-% &1 ="E' I-'&%-. .&>( -'( ="E I"/% ?'"EA ">X
M\6 U)-% ?('/"1-. -33"I?.&/)I(1%/ -'( ="E I"/% ?'"EA ">X
1u
M86 U)-% 3)-'&%&(/P &> -1=P )-G( ="E J((1 &1G".G(A &1 "' -'(
3E''(1%.= &1G".G(A &16X
5Y6 CN?.-&1 #)-% ="E .&4( -1A A"1]% .&4( -J"E% J(&1+ &1 ,-.(/6

ST:CV 2"I?(%(13( &/ J(/% I(-/E'(A J= - +""A ?'"AE3%&"1 '(3"'A6
:)&/ &/ %)( /&1+.( I"/% &I?"'%-1% &1A&3-%"' "> )"# #(.. %)(
3-1A&A-%( &/ .&4(.= %" ?('>"'I &1 %)( >E%E'(6
While goou test scoies anu gieat acauemic iecoius, along with the
canuiuate's appaient chaim anu giace aie veiy goou inuicatois, none of
them shoulu take pieceuence ovei the sales piospect's past sales
piouuction iecoiu.
It is theiefoie impeiative that you ASK anu get the piospective sales
agent's past piouuction iecoiu. uo back as fai as you'u like.
Next, make suie that theii biogiaphy uoes not have any chionological
holes in it. You want to account foi any anu all blank spans of time that
an employee wasn't woiking.
Especially, if they took off foi moie than thiee weeks between jobs, you
neeu to know what they uiu uuiing that peiiou. Tiust me on this - if
you aie uotting all the I's anu ciossing all the T's in youi Buman
Resouices legal quest - it is woith not only asking what they uiu uuiing
that peiiou of time, but also have them fill out a new chionological
biogiaphy incluuing in it what they uiu uuiing that time off.
0% %)&/ ?"&1% ="E I-=J( G('= &1%('(/%(A &1 )&'&1+ ="E' 3-1A&A-%(6
f(>"'( ="E A"P %-4( - .""4 -% eE/% - 3"E?.( I"'( /%(?/6
We iecommenu that thiee basic tests be given to canuiuates who aie
seiiously being consiueieu foi a position in youi business. They aie:
The APA (Ameiican Peisonality Analysis), an Aptituue Test, anu an IQ
Test.
These tests aie shoit anu to the point anu will give you a lot of eye
opening auuitional uata about youi canuiuate.
We can help you puichase these tests at a uiscount fiom the
manufactuiei.
11
Assuming that you'ie now neai oi close to the point of offeiing youi
piospective canuiuate a job, the next step is getting him to thoioughly
ieau anu agiee to comply with The Iueal Sales Agent }ob Besciiption.
@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@
BBB6 :)( BA(-. ,-.(/ 0+(1%]/ b"J F(/3'&?%&"1
0>%(' ="E' ?'"/?(3% '(-A/ :)( BA(-. ,-.(/ 0+(1%]/ b"J F(/3'&?%&"1
Ask them.
7[6 T1 - /3-.( "> 7 %" 7Y )"# #&..&1+ -'( ="E %" -A)('( %" %)&/ b"J
F(/3'&?%&"1X
Watch foi any communication lag on answeiing this question anu any
hesitation.

:)( BA(-. ,-.(/?('/"1]/ b"J F(/3'&?%&"1


06 :)( <'"?(' g&(#?"&1%/
* To fight foi the best leaus he can get in oiuei to close as many ueals as he
can foi himself.
h To be as ethically successful as he possibly can be.
* To outflow like he's nevei outfloweu befoie. In othei woius;
he's going to uisseminate with incieasing vigoi on a iegulai basis via
email, post caius, letteis, anu phone calls.
* To nevei lose youi tempei oi goou public ielations with fellow staff
membeis anu clients.

f6 :)( <'"?(' 0%%&%EA( ; B1%(1%&"1/
* To intenu to be veiy successful.
* To have a veiy stiong woik ethic.
* To be upbeat, eneigetic, anu enthusiastic.
12
* To always fostei a positive team enviionment.

* To keep weekly & monthly statistical piouuction giaphs.

26 *(/?"1/&J&.&%&(/

* To see that I hit oi exceeu my monthly sales quota taiget.

To help membeis of my team (if time allows) achieve theii taigets.

To enthusiastically accept any anu all sales tiaining as something I must
uo.

To set uaily, weekly, monthly anu annual sales goals anu uo what I can to
meet anu exceeu those goals.

To nevei talk uispaiagingly about anyone in the company. Woik out
pioblems with BR. "We'ie a team, uon't spieau any cancei "- that helps
to keep the team a team.

To ieau anu be familiai with coipoiate policies anu follow them.

F6 ,-.(/ ,%'-%(+= ; :-3%&3/

Set the Stiategic vision on an as neeueu basis anu the tactical vision eithei
the night befoie oi fiist thing in the moining.
Bevelop anu auheie to company business plans to achieve the vision.
Auvise Senioi Nanagement with maiketing suggestions.


C6 R1"#.(A+( -1A CN?('&(13(

Extensive customei seivice expeiience in assessing anu evaluating customei
neeus anu satisfaction anu meeting specifieu stanuaius with iespect to
piouucts anu seivices.
Exceptional oial anu wiitten compiehension, communication anu
piesentation skills.
Expeiience uemonstiating, piomoting, anu selling piouuctsseivices.
Knowleuge anu expeiience with maiketingsales stiategy anu tactics.
Knowleuge of auministiation, business, anu management piinciples.
Expeiience with NS 0ffice, as well as Customei Relationship Nanagement
softwaie anu othei analytical oi pioject management tools.
1S
Seveial yeais expeiience as a sales managei, sales iepiesentative oi a ielateu
occupation.
Extensive expeiience woiking in a team enviionment.
Tiack iecoiu of geneiating sales ievenue.

a6 <('/"1-. 0%%'&JE%(/

Excellent wiitten anu veibal communication skills.
Exceptional inteipeisonal skills.
Ability to unueistanu anu ieact to customei neeus.
0iganizational skills (messy uesk anu woik space is an outpoint).
Is a Team playei.
Able to piioiitize.
Willingness to tiavel, if iequiieu.
Flexible anu auaptable.
Knows that the success of the company is in his hanus.
h Cieatively uoes his job on a iegulai basis.
K6 03%E-. F"&1+1(//
,-.(/ 0+(1%]/ b"J <E'?"/(V Seives customeis by selling piouucts anu meeting
customei neeus.

,-.(/ 0+(1%]/ b"J FE%&(/V

Seivices existing accounts, obtains oiueis, anu establishes new accounts by
planning anu oiganizing uaily woik scheuules to call on existing oi potential sales
outlets anu othei tiaue factois.
Aujusts content of sales piesentations by stuuying the piospect.
Focuses sales effoits by stuuying existing anu potential volume of ueals.
Keeps management infoimeu by submitting activity anu iesults iepoits, such as
uaily call iepoits, weekly woik plans, anu monthly anu annual teiiitoiy analyses
as may oi may not be neeueu.
Keeps goou auministiation anu a veiy tiuy anu neat woik space.
Nonitois competition by gatheiing cuiient maiketplace infoimation on piicing,
piouucts, new piouucts, ueliveiy scheuules, meichanuising techniques, etc., anu
shaies this with the othei staff.
Recommenus changes in piouucts, seivice, anu policy by evaluating iesults anu
competitive uevelopments.
Resolves customei complaints by investigating pioblems, ueveloping solutions,
piepaiing iepoits, anu making iecommenuations to management.
14
Naintains piofessional anu technical knowleuge by attenuing euucational
woikshops, ieviewing piofessional publications, establishing peisonal netwoiks,
anu paiticipating in piofessional societies.
!6 K'"// ,-.(/ :-'+(%/V 7P 9P ZP 8P ; 7M I"1%)/V
Nonthly Sales measuieu against an annual iising yeai- enu taiget.
B6 K'"// <'">&% :-'+(%/V 7P 9P ZP 8P ; 7M I"1%)/V
b6 ,EJ ,%-%/ D R(?% A-&.=P #((4.= -1A I"1%).=V
Weekly 0utflow of emails, letteis, post caius
Weekly Reaches in
Nonthly Pioposals 0ut
Nonthly # of New Clients

Bg6 i"E /)"E.A 3"1/&A(' %#" I"'( %)&1+/ "13( ="E]G(
A(3&A(A %" )&'( ="E' /-.(/ -+(1% 3-1A&A-%(6
1. Seiiously consiuei putting in wiiting that theie will be a Su, 6u,
oi 9u uay test oi tiial peiiou. The sole puipose of this
piobation peiiou is to see that the new hiie complies with
The Iueal }ob Besciiption.
All that they have to uo is comply with the agieeu upon job
uesciiption, which is veiy explicit. The test peiiou will enu
anu he will be a full membei of the team entitleu to any anu
all benefits.
2. Cieate a woik enviionment foi youi new hiie that makes
him oi hei feel that this is not just a job, but the ultimate
caieei home. Lay out what theii compensation, peiks anu
benefits shoulu look like ovei the next five to fifteen yeais.
Paint a tiue pictuie that assuies a veiy stable financial
futuie. Anu ieally mean it! Noie on this latei when we talk.
This concluues the Bow to Biie the Right Sale's Agent -
Checklist.
Thank you foi taking the time to ieau the Bow to Biie the Right Sale's
Agent Checklist. We'ie constantly impioving oui consulting aius anu
woulu veiy much like youi input.
1S
Respectfully,
Ben Kuglei, CE0 - BenSummitNSN.com
uiaham Payne, Piesiuent - uiahamSummitNSN.com
Summit Naiketing & Sales Nanagement
1u1 N. uaiuen St. Suite 11u
Cleaiwatei, Fl. SS761