How to Hire Construction Business Developers Who Win Large Commercial Projects

Construction Business Development: How to Hire Salespeople Who Win Large Projects

Construction business development suffers when you hire someone for their industry contacts or interview skills, then wait a year to find out they can't sell.

How do you assess a business developer before making an offer? How do you know if weak sales come from the person you hired or the process you gave them?

Neal Glatt joins Eric Anderton on Construction Genius to discuss construction company business development, hiring salespeople, and building a repeatable sales process for large commercial projects.

You'll learn what to test before hiring a construction business developer and how to judge their progress within six months.

In this episode:

Hiring construction salespeople: Why industry experience alone is a poor hiring criterion, and what Neal assesses across more than 220 data points. Building a construction sales process: How to turn your best past sales into a one-page process with clear stages and steps. Pursuing commercial construction projects: Why you need to reach prospective clients six months to a year before the RFP goes out. Finding decision makers: What to ask to uncover everyone involved in selecting a contractor. Assessing sales candidates: What a five-minute phone screen can suggest about a candidate's willingness to pursue an opportunity. Managing business developers: How to set expectations and assess whether a new hire is likely to succeed. Listen before you hire your next business developer or give your current salesperson another year without clear expectations.

Connect with Neal Glatt:

LinkedIn: https://www.linkedin.com/in/nealglatt

Website: https://nealglatt.com

The Shift Leadership Course: https://theshift.constructiongenius.com