.Your sales team is critical to your business success and with sales being such an in-demand job, it can be tough to find a quality sales team. The right sales team can not only identify and pursue new leads, but uncover opportunities you didn’t know existed. They are outstanding at customer service, creating fans of your business in your loyal customer base.
You need to get the recruitment of your sales people right so that they can drive revenue for your business, but getting the recruitment right can be both an art and a science.
The person
Identify exactly what you need in a sales person. If there are particular skills currently missing in your sales team, you may want a new recruit to fill in those gaps. What professional, educational and personality traits do you want from your new sales person? Think about the top sales people you currently have or have had in the past, what habits, strengths and motivations did they have?
The skills
Most sales people have the skills and experience, but you need someone with talent and resilience more than the technical skills. Consider the candidates attitude and personality as this may be more important than their experience.
Some of the traits that make a great sales person are:
A sales person should be customer-focused, self-motivated, adaptable, and willing to learn. They should be assertive but also know when to back down and hold a customers boundaries.
The team
For salespeople, it is so important to get the team dynamic right. Find people whose skills and personalities complement each other. They should fit within both the business culture and the culture of the sales team itself. They need to be able to collaborate with one another.
Attract
Once you know exactly who you are looking for, you need to be able to attract the right candidates. Recruiting comes down to advertising, vetting, interviews and follow up. You can learn more about that here.
If you get the recruitment process right, you will end up with a variety of candidates that would work well in the role. It is your job to find the best fit for you and the team. As sales people are in high-demand, you also want to make sure that your business matches what they are looking for. This may take a little more time and commitment than other recruitment activities in your business.
Retain
You have hired a top performing sales team, now you need to be able to retain them. Top Sales people are in high demand and if they are not happy in your business, they may start to look elsewhere.
The first thing that comes to mind when retaining sales people is the compensation and incentive schemes, however, you also need to think about their training, personal development, opportunity for growth, autonomy, feeling validated and heard within the business. These things may come down to your business culture and how much trust you have in your team.
Behind almost every successful business is a successful sales team. Attracting and retaining the right sales people can be tricky, however, with the right attitude to hiring and the right systems in place, you will give yourself the best chance of finding a top performing team. It is ultimately about finding the perfect fit for your business culture and your team, followed by appreciating the work your sales team do.
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