Careers in sales may be the most difficult career to stick with. On the flip side of the same coin, hiring a sales rep can be a pretty arduous task. The cost of a sales hiring mistake can be up to six to 10 times a base salary for a sales person. Eating money with any mistake is hard enough, but when a hire goes bad, it can lead to pretty disheartening results. Here are some things to look for when attempting to hire sales people.
Since the majority of what a sales rep does involves communication, both written and verbal, strong communication skills are essential for a sales person. Looking for a person who conducts themselves well in an interview may seem to be easy. However an interview has set guidelines to follow. Instead consider holding the interview in a public setting. See how they conduct themselves in public. That may give you a better glimpse at what sort of person they truly are.
Confidence and selling ability go hand in hand. Building confidence can be tricky, but having a good understanding of the product, the competition, and the most effective sales techniques can help build that confidence and make an average sales rep into a star performer. Another good way that confidence comes in handy is that it is not easily faked. This is very beneficial for an interview.
Look for people who know many people. Executive search agents and professionals typically have a wide range of personal contacts in their industry or field of specialty. If a person has many contacts and a thriving social life, it may be that they are perfect for sales.
Look for sustainability. For careers in sales are typically assessed by looking for relevant skills, knowledge, aptitude, qualifications, and educational or job related experience. These kinds of skills can be assessed over a period of time. If you are worried someone may not work out, put them on a probation of sorts. This way you can view them to see if these skills present themselves, or in a worst case, disappear.
Careers in sales may not be the easiest for both sides, but hiring someone who is reliable and who works out fine in the end is difficult and puts a lot of strain on the employer. Just make sure you know what to look for and try to put faith in who you are interviewing.
Helpful info also found here: salesforcesearch.com