What to look for when recruiting sales staff
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You probably know what traits you would like salespeople to have. However, a list of desired qualities will give you a starting point for writing a job advertisement or beginning the interview process.
When recruiting staff it will be important to take note of most of the following:
• Drive - Competitive people make the best salespeople, so this is an important trait. Competitiveness should be clear in an interview, as the interview process itself is a competitive one. Ask interviewees about their proudest moments. Proud moments will show whether a person is competitive, as their priority moments will be in surpassing others’ achievements. For example, a competitive person may claim that their greatest achievement is being awarded for the highest number of sales, winning an award or achieving the best grade in a particular module in university. A non-competitive person, however, will state their greatest achievement as something like passing university with a good grade. Competitive people have extra drive due to their desire to beat the competition.
• Urgency - In the sales recruitment process you should look for urgency. Interviewees with a sense of urgency will talk a lot and will carry this into their sales job. They will be organised with a clear idea of what they are going to say, as urgency goes hand-in-hand with being prepared and organised. Interviewees will not excessively repeat any points, and will appear dynamic and energetic in conversation.
• Self-motivation - A successful sales recruitment interviewee should show initiative; perhaps by researching thoroughly about your business, product or service. Self-motivated interviewees will do more than is asked; they may bring a portfolio, CV or certificate with them to the interview. Motivation is important in sales. Ask your interviewee for an example of when they have exceeded expectations or done more than what was asked of them.
• Sociability - It is easy to assess how sociable someone is during an interview. Conversation should flow easily, even when the interviewee is put on the spot. Your interviewee should appear to enjoy talking to you, despite an interview being an unnatural situation.
• Assertiveness - Perhaps the interviewee will try to take control of the conversation. Although perhaps frustrating, assertiveness is a positive trait and important in sales recruitment. You will want to employ someone who is confident with their answers to questions and sure of them self. Assertiveness is key to persuasiveness - one of the most important traits. You could try adopting a mock sales conversation in your interview, although their sales skills should come out in an interview anyway. Their level of persuasiveness, along with these other traits, will help you to make a decision.
The interview process of recruitment is perhaps more important in sales recruitment than in any other business. Salespeople are expected to sell; so they should be able to sell themselves too.
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Author Resource:-
The Sales Recruitment Agency are recruitment experts who will find the perfect candidate for your job within the sales industry. They advertise sales jobs and offer resources for recruiters to help you find the right people for your business.Recruiter hints and tips
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By :
Kai Thorpe
Submitted
2012-02-04 14:35:02 |
Article From Article Mayhem
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