Best Way To Recruit Sales Reps
Recruiting sales reps can be a very hard job. Salespeople are easy to find but it is very difficult to find good salespeople. Most sales reps make inflated salary claims, present resumes that are half truths at best and all lies at worst, they would express possessing attributes that they don’t and even the references are often falsified. You cannot rely on the resumes of most professionals to make any judgment call. You have to interview them to know if they are worth the buck.
The best way to recruit sales reps is to know what a salesperson can do. Not what one has done or promises to do but what one can actually do. That’s what matters most. Here’s a brief illustration of the best way to recruit sales reps.
- Discard the resume and check if the potential recruit is street-smart. Sales reps must be street-smart. One cannot be an efficient salesperson while being shy, introvert or a slow thinker. A salesperson has to think on their feet and must be proactive in every aspect of their job. Run some tests and use proven methods to test the smartness of a candidate and only then should you proceed to consider other attributes.
- Experience is great but what matters more is the set of skills that an individual has. Experience can be attained by the virtue of being in an industry or doing a job for a long time. Experience is not a substitute for knowledge or ability to deliver. A salesperson may have been mediocre for twenty years. Being around for twenty years does not make them eligible. What they can do in the next twenty months is what should drive you to hire them.
- Understanding of consumer behavior or how well a salesperson can read a potential customer is an extremely significant attribute. Most sales managers or business owners look for oratory and compelling arguments from a potential candidate but one also needs to focus on the extent to which the salesperson understands and corresponds with customers. Anyone who understands the customers will end up being very effective in sales.
- Always hire sales reps who would be good for your brand. People who don’t behave in a way that is conducive to your brand’s image should not be hired, even if they are the best salespeople in the industry. A dent in the brand value or its image is expensive and has far-reaching consequences.