Hiring and Incentivising Salespeople | Ask Sales Leaders

Sales Leader Interview Paul Lim

When meeting with company directors and sales managers, many share their struggles in hiring new sales professionals. Not only do they struggle to hire talent, but they also have challenges keeping the team motivated. We asked our community to share with us what has worked for them. Paul Lim, the owner of Craftech Printing Services Pte Ltd, replied, ready to share his experience. Here’s what has worked for him.


What do you look for when hiring a sales professional?

We are constantly looking for sales professionals who have good business acumen. They have innovative ways to gain market share and further improve our process. The ability to think out of the box and hunger for sales is desired.

Also read: Hiring Salespeople: How To Find, Hire & Retain Top Performing Reps

What’s 1 question you would typically ask during an interview?

“Why must we hire you?” The question is tricky, and the candidates must highlight their strengths and how they can contribute to the company’s bottom-line growth.

Besides commission, what kind of incentives do you offer top performers?

We recognize top performers who generate stellar sales. We use every opportunity to demonstrate our gratitude to top performers by rewarding them with an overseas retreat to rejuvenate themselves.

How do you help your teams achieve their maximum potential?

Our team consists of sales professionals who have different strengths and weaknesses. They work on a buddy system. We provide various training sessions to equip them effectively so they can provide value-added solutions to customers. We provide mentorship as well as coaching to assist them to excel in sales

Also read:

What do you notice top-performing sales professionals do differently from others?

Top sales performers have CEO (Connectivity, Energy, Optimism). They know very well that sales results are paramount for their success in sales.

Connectivity

Top sales performers understand customers’ needs and craft compelling solutions. They listen to customers attentively and connect with them personally. They are familiar with the industry, know how to add value to their customers, and go the extra mile to help them.

Energy


Top sales performers have high energy levels. They make things happen and are always committed to whatever they are doing. When they are engaged, customers can see their effort in helping them. Referrals will gradually flow in; they play a key part in sales success and help build credibility and trust.

Optimism


Top Sales Performers are optimistic. They do not give excuses for market conditions; instead, they focus on achieving the goal. Above all, they have a positive mindset and the skill to close deals. They always plan to generate new customers for additional revenue & sales.

Also read:

Whether you believe you will fail or succeed – you’re right.

The secret to success in sales starts with having the right mindset.

You need to learn how to stay motivated when the economy slows down, when customers say no and when things aren’t going their way.

It’s often a strong sense of internal motivation that separates the top performers from the underachievers, which is why we consider mindset to be the foundation of sales excellence.

In this course, Mindset For Sales Success, we cover everything from common pitfalls to avoid when managing remote teams to effective communication and remote teams and methods of keeping staff motivated while working from home.

Mindset For Sales Training Program Booklet

More about Paul Lim

Paul Lim is an entrepreneur who owns 2 companies (AStar Success Pte Ltd & Craftech Printing Services Pte Ltd) in a different area – Print Management and Website Development. AStar Success Pte Ltd has been awarded Asia Excellence Award 2014/2015, specializing in Website Design & Development, Graphic Design, Marketing Ideas and 3D Visualization.

Paul is the Honorary Treasurer and Chairman of the Marketing Institute of Singapore’s HR & Finance Committee. He is also an Adviser to SAFRA Entrepreneur’s Club. He serves as Executive Committee for BizComm International, Indonesia (Surabaya).

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