What To Look For When Recruiting Sales Staff

By Author: Kai Thorpe
Total Articles: 11
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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 interviewing salespeople take note of these character traits:

• 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. Sales employees should have a drive to beat others; not just a general drive to do well.

• Urgency - In the sales recruitment process you should ...
... look for urgency. This will convert to the interview process to someone who is punctual and eager to fit as much as they can into your conversation. 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. Make sure that make valid points and appear dynamic and energetic.

• 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. Self-motivated employees want to do well. Ask your interviewee for an example of when they have exceeded expectations or done more than what was asked of them.

• Sociability - You will clearly be able to see how sociable someone is during the sales recruitment process. Conversation should flow easily, even when the interviewee is put on the spot. A sociable person will be chatty and should ask relevant questions. 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. Assertiveness is key to persuasiveness - one of the most important traits. Their level of persuasiveness, along with these other traits, will help you to make a decision.

Sales recruitment is the easiest way to find successful staff. Salespeople are expected to sell; so they should be able to sell themselves too.