When you think about hiring a new business development manager, what items are on your “must have” list? The two “must haves” we hear most often from hiring managers are “a proven track record”
and “a strong book of contacts.” The next things we typically hear when we ask about core competencies, or soft skills, the hiring manager is looking for are communication and interpersonal skills, listening skills, negotiation and persuasion skills, and organizational and planning skills. While all of these are important requirements and traits to look for, I would like to suggest there are additional qualities that set truly great business development managers and sales professionals apart. Here are a few:
- They are proactive and take initiative. A great business development manager will always look for what needs to be done and do it. They’re always ready to jump in and put in that extra effort to save a project or to land a contract. They will be involved throughout the sales process and will still follow up with the client once the job has been turned over to operations.
- They are humble and passionate about what they do. Great business development managers will compliment others before accepting a compliment themselves. They are humble about what they do and often credit the team rather than taking credit themselves. They’re also passionate about what they do. This is the individual who loves his or her job and is always looking for ways to grow.
- They are curious and innovative. Great salespeople are curious. They’re great at looking at an issue and finding a simple or alternative solution. They improve existing processes or create new processes if needed. Great salespeople ask their clients about their “pain points” and then show how they can provide creative, often unique solutions.
- They are caring and empathetic. Great business development managers genuinely care about the people around them. They engage others to learn about them and from them and are quick to recognize others’ accomplishments. They have a high ability to influence because of their high level of empathy. They put themselves in the other person’s place and see things from their perspective. This enables them to not just empathize but connect on a deeper level and, in many cases, see that solution or opportunity the other person hasn’t seen.
- They are problem solvers. Great salespeople anticipate problems and are proactive rather than reactive. They often see a problem before others do, and they think creatively to find alternative solutions. They are confident in their abilities and focus on identifying the solution rather than worrying about the problem.
- They think positively and drive change. There’s an old saying, “Is the glass half full or half empty?” When you interview business development managers, you’re looking for the candidate who sees the glass half full. Positive employees are more likely to succeed, and their positivity will rub off on their team and motivate them. Great business development managers also drive change. Rather than being afraid of change, they embrace it. They aren’t afraid to push the boundaries and challenge the status quo to improve it. They also recognize change is hard for a lot of people and expect resistance but treat it as an opportunity to be empathetic and help others grow.
- They have stamina. Sales cycles can be very long and involve a lot of back-and forth negotiation as well as a lot of follow up. Look for someone who’s going to be persistent, turning a “no” into a “yes.”
- They have integrity. Great salespeople do the right thing for their clients even when it’s against their best interest. They can be trusted to put their clients first.
Focus on these additional qualities as you interview potential business development managers. It’s unlikely you’ll find someone who has all these traits, but finding an individual with at least three or four will ensure you have a great business development manager who will not only grow your business but also help push you and your team to the next level.
BY: TONI ROSARIO
Recruiting Manager