Assessing emotionally intelligent sales people

There comes a point where your business cannot grow without a team of great salespeople. A solid sales team serves as cheerleaders for your product or service and keeps your client pipeline moving. Great sales teams are collaborators who see opportunities to improve the business - not just land another deal. The best salespeople at fast-growing organizations are doing a lot of internal collaboration with marketing or finance. They are being asked to contribute to R&D and product development. The best salespeople are collaborators.

Here is how to hire a sales team that rocks:

• Screen for skills that your stars demonstrate: If you already have top sales performers at your organization, use an assessment tool to identify what makes them successful and then hire for those traits. Most organizations have some type of profile or assessment that creates a standard relative to what's needed to succeed. A lot of good sales organizations are trying to...