The 2020 Mid-Year Economic Update_long

The Biggest Mistake Distributors Make in Hiring Salespeople

The first step in finding the right person is to determine what you need.
lindsay-white

Distributors consistently say it is difficult to find the right people for the job openings they have. Joe Ellers, a sales strategy and management consultant in the distribution industry, says that distributors’ first step in finding the right person to fill a sales role is to determine what kind of skills are needed.

Ellers spoke this week at the Fluid Power Distributors Association and the International Sealing Distribution Association's joint annual meeting in California.

“The single biggest mistake we make is we start with a profile,” Ellers said. But the vacancies change – and the experience and skills needed to fill those vacancies change, as well, including the need to be proactive or reactive; farmer, hunter or pioneer; and technical or nontechnical.

He recommends distributors ask the right question: What do they really need?

Even using terms like self-starter or go-getter in a job description can be a mistake. “I don’t know how you know if someone is like that,” he said.

Ellers encouraged attendees to build and follow a process, rather than a profile, for every hire they make: “Things have to be done consistently if you want to see consistent results.”

Read more about effective distribution sales management in the following MDM Premium articles:

About the Author
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

By subscribing, you are agreeing to MDM’s Privacy Policy.

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events

2

articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

1

article
left

You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.