How to Find the Best People for a Sales Career Path

Sales recruiters

Any successful business has a successful team of sales people. After all, sales reps are the bridge between business partners, customers, and your business. If you hire a sales rep who does not understand the ins-and-outs of your business and the needs of your clients, your business will have a hard time competing in the crowded waters of business.

The State of the Industry%3Cbr%3E

There are over 22 million sales people in North America. Frankly, less than half of those have what it takes to build lasting connections and make your company the money it needs. For this reason, sales team turnover is over 40% annually. Did you know that hiring sales reps who have no idea what they are doing can cost your company six to 10 times their base salary? As can be seen, the sales industry is overcrowded, under-performing, yet disproportionately able to determine the fate of your company.

What to Look For%3Cbr%3E

It is not all doom and gloom when it comes to hiring sales representatives. There are people looking for a sales career that can make a positive difference under your employ. You simply have to know what to look for.

  • Technical Skills
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    More businesses are making the switch to contact management software to better track their interactions with potential and current clients. Subsequently, when you consider someone for a sales career path, they should have the technical skills that enable them to use a wide variety of new sales software.

  • Patience and Perseverance
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    Anyone who has been successful on the sales career path knows that sales is not about immediate results. Finding and converting leads takes time. In short, the process takes patience and perseverance. If your potential hires lack either trait, they are likely a poor fit.

  • People Skills
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    Few things go further in finding success on the sales career path than people skills. The majority of what sales reps do is communicating with business contacts. Do they know to smile and shake hands during a meeting? Do they know how to speak to contacts in a professional yet friendly manner? Lacking these skills is likely the biggest sign that a sales rep is not for you.

Following Up%3Cbr%3E

Finding these characteristics in your new hires is not enough. People can fake friendliness and many other traits that are important to their success on the sales career path. However, they cannot fake productivity. Be sure to keep an eye on your new hires for 30 to 90 days while keeping track of their progress. If they are not working out, do not be afraid to let them go for the sake of your business.

There is Help%3Cbr%3E

The hiring process can take a lot of time, money, and effort on the part of your business. Interview times really add up, taking away from the time you could be putting directly into your business. If you need help finding sales people, consider turning to recruitment agencies. They offer training and sales direction while overseeing the hiring process from start to finish.

Finding people that fit in to your sales department can, admittedly, be exceptionally difficult. However, when you consider their potential financial impact, both positive and negative, you need to be sure you hire someone that fits the position. Look for those key characteristics, follow up, and do not be afraid to seek out help. It could mean the difference between a sales boom and a sales bust.

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Sarah Todd

Sarah Todd

Sarah Todd, an investment banker, is a reporter and researcher for one of London’s leading media outlets. Formerly a trader and market maker at FTSE, she turned to media during the global recession. This website features some of her best and favourite articles, from all parts of the business world. Please let her guide you and your enterprise along the path to prosperity.