A solid sales team can make or break a company, whether small or large. The truth is that hiring the wrong person for a sales position can cost you sic to ten time that person’s base salary! Given that there are over 22 million sales people in the U.S, finding one with excellent understanding of sales prospecting techniques and a commitment to the job should not be hard – and yet, companies often find themselves with sales staff who under-perform. Research has shown that only 10% of sales professionals will actually offer return on investment (ROI). In fact, the same research found that 40% will miss quota and as much as 22% are untrainable. So what should you look for in a sales team member? What’s the key to hiring sales people?
Sales is a skill that is often difficult to define. It requires a range of temperamental qualities, hard skills and understanding of strategy. Going in with a plan is core to the success of a sales pitch and so strategic sales people are best choices. Those that have a plan and stick to it are 33% more likely to close the sale.
Understanding marketing concepts and applying those strategies can also make a difference to sales results. Research has found that those with marketing skills bring in a quarter more in profits than those without. Incorporating social media into sales strategy can yield significant dividends, for example, with nearly 79% of those who use this as one of their sales prospecting techniques outselling those who do not.
A sales recruiting company can help you find the right match for your sales rep needs and can plan and manage the entire process from job ad to interview and final hire. Brief the recruitment firms with details of what you are looking for and be sure to include personality traits such as persistence and resilience. While these are more difficult to measure, they are vital to sales success. Surprisingly, almost 45% of sales reps give up after one “no”, which is alarming given that as much as 80% of non-routine sales result from five or more follow ups.
Ensure that the sales recruitment agency looks for a company cultural fit as well as hard and soft skills related to the job. Understanding the company environment and how things are done can make a significant difference in the success of an employee. Good sales prospecting techniques and a go for it attitude are not always enough. Given the importance of the sales team to the success of the company, a thorough and comprehensive sales recruitment process can make or break your company.