Your sales team is the lifeblood of your business. Capturing leads and turning prospects into customers require a certain level of skills that not everyone possesses. Building up a superstar team of sales reps will take some effort and skill on the company’s part as well. Simply having prior sales experience doesn’t necessarily qualify someone to be a sales rep for a company. In order to reduce employee turnover and increase overall sales, here are some key points to consider when recruiting a sales rep.
Know What You’re Looking For
Prior to searching for prospective employees or conducting interviews, a company has to identify what it is they want from a sales rep. Much of this will depend on the hiring manager’s preferences, but other factors that will come into play are:
- What the company sells
- Current sales figures
- Size of the company
- Company plans for the future
Take a look at this sale’s persons hiring checklist to get started, then once it’s time to start hiring, look for the following things in a sales reps.
Being a sales rep requires a certain level of charm in order to convince customers to buy a product or service. Great sales people are, overall, likable individuals. They tend to get along with most people they meet and establish a great rapport right off the bat. In order to get an idea of how charismatic an interviewee is, look for things such as:
- Are they smiling?
- Do they seem happy to be there?
- Did they offer a handshake?
These are some characteristics of great sales people.
While some people seem to have been born with a knack for selling, others hone the skill over time. That will show up in their previous work experience.
For example, if a company is in desperate need of sales because it isn’t doing too great, this is not a good time to see if a courteous waiter will translate into a dynamite sales person. In that scenario, the company needs someone with at least a couple years of experience in a similar business. So a company that does B2B sales of industrial equipment would look for someone with an associated background. That way, the rep needs only to be familiarized with the company’s products/services and how the company operates. There’s no need to explain the ABC’s of sales to them, which saves time and money.
Seeing as how technology is becoming increasingly integrated into the sales process, it’s very important that sales reps have relevant technical skills coming into the job. Besides proficiency in key apps such as Microsoft Word and Excel, look for experience with sales management software, CRM software, presentation software such as Power Point, and other tools that they will need to use.
This expands upon the previous experience point above. Two years of experience working in sales is one thing. But a proven track record in exceeding sales goals, increasing a company’s sales figures and closing a good percentage of deals is a completely different story.