It is challenging to find an outsourced sales team because you'll usually be inundated with applicants as soon as you post an employment ad. How do you find the ideal applicant, and what qualities should you look for? How can you know if they'll be successful on the job or if they're just trying to market themselves?
The ability to spot talent is an essential skill that all recruiters should possess. When competing with other industries for the best talents, it can be easy to lose sight of what you're looking for in a candidate.
Here are the top five qualities to look for when hiring a salesperson or an entire outsourced sales team:
The first thing to look for in a salesperson is their leadership capacity. Great leaders are made, not born. Everyone is capable of becoming a leader, no matter their background.
Look for salespeople with leadership experience. The best place to start is with their resumé. What sales leadership roles did they hold at their previous jobs? How did they succeed in these roles?
No matter how well-rounded a candidate appears, if they don't have experience in leadership roles, there's still a chance that they will struggle to lead your team.
Moreover, don't overlook non-traditional leadership roles when considering candidates for a leadership position. For example, a good sales agent will understand the need for solid communication and will be able to sell their ideas while also accepting the opinions of others.
Ask the applicants if they have experience resolving conflict peacefully, supporting colleagues, efficiently delegating tasks, promoting synergy, and navigating different workplace challenges.
No matter how long they've been in the business, all great salespeople are constantly looking for new ways to improve their skills. Sales reps need to read, attend seminars, and network with other professionals to be successful.
Look for candidates willing to learn and put in the extra effort to get ahead. Search their LinkedIn page for events they've attended, virtual conferences they've joined, and books they've read. These experiences can help you determine if they're willing to learn from other sources besides you.
This is a quality that's shared by nearly every salesperson. People with poor communication skills will not be able to excel in the service industry, where a good relationship with clients is essential.
Look for someone with strong writing skills, especially in the English language. Good salespeople can clearly and concisely explain their products and services to clients through their resumé and cover letter.
Social media is also a significant aspect of communication. Prospects and clients look to salespeople for guidance and will seek them out on social media.
Understanding clients is essential for a salesperson's success. Great salespeople have a genuine interest in the client's needs. They will do everything they can to understand them and bring solutions to their pressing problems to boost the business even more.
Dig into your candidates' resumés to determine how strong is their client orientation. Look for anything that says they've learned about their client's businesses and how they've gone about understanding their needs.
Salespeople who understand their clients can better help them, which leads to more clients and more sales.
There's a difference between understanding a client and understanding a customer. A seller might understand their client, the person who's ordering the product or service, but if they don't understand the customer, the product's end-user, they won't be able to tailor their client's product to the customer's needs.
Great sales reps always consider who the primary users of their products are and what they're likely to need. The goal is to offer solutions relevant and valuable to the customer, build their credibility, and provide superb and immediate follow-up.
As a recruiter, your job is to see if they are the right person for your company. You need to determine whether they will work well with other team members and if they will be able to hit your sales targets. While it’s vital to look at their work history, there’s still merit to holding interviews to get to know them. No matter how much experience they have, you may find that the right candidate isn't quite what you are looking for.
If you need an excellent outsourced sales team to grow your business, the Sales Group Global is a professional sales consultancy and outsourcing agency that offers sales advice to businesses across North America. At the Sales Group, we do business development while you do business. Contact us today!
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