Direct Sales Recruiting Tips From a Master
I recently interviewed Kirk Gillespie, National Sales Director with Mary Kay. She has earned over $2M in commissions, the use of 15 cars, and many fabulous trips. She’s clearly an effective recruiter. Let’s benefit from her generosity and wisdom and learn from her experiences.
Qualities Kirk looks for in prospects: First, do not prejudge. She has seen every type of person, from every walk of life, succeed in direct sales. That said, there are certain qualities she looks for.
- Fiscally responsible. For example, do they own their own home?
- Emotionally stable
- Have an important walk with God
- Have integrity and character
- Open to coaching and willing to learn
- Want a change. Something isn’t working and they need a change in their life.
FOR YOUR CONSIDERATION: What traits do you look for? These can be based on your experiences, or if you’re just starting with recruiting, based on experiences of other women in your company. Remember, you will be working with this person and spending a fair amount with them, so you want to feel comfortable with them.
Kirk’s philosophy on recruiting
- You need to come from the heart and truly want the best for others.
- Set a numeric goal for recruiting – goals are important – and then let it go.
- Focus on building relationships and connections.
- Make the conversation all about the prospect. What are her needs and values? How can the opportunity help achieve her goals?
- Ask lots of questions. Be a good listener.
- Release the results. Don’t be upset if someone says No. People don’t say No; they say: I’m not ready or I don’t understand.
FOR YOUR CONSIDERATION: How closely do your actions match this philosophy (if it resonates with you)? In particular, are you truly detached from the outcome of your conversations? Do you listen more than you talk?
If you found this information valuable, you’re ready to become a more effective recruiter. You need to come up with a strategy that will work for you and that you will stick to. Write down your thoughts on Kirks qualities listed above. Write down your thoughts on Kirk’s philosophy on recruiting. Review what you have written and see how you can make it work for your business. Once you have your plan adjusted to the advice given by Kirk, try to implement your plan bit by bit on a weekly basis. You know the best plan for yourself, think of this as more knowledge is power.
Are you ready to explore the areas in your business that you want to change? Email me at firstname.lastname@example.org and we can set up a strategy session. In that session, we’ll have a conversation about the kinds of systems to make it happen.