Tuesday, 16 August 2011

Sales Recruitment - How do we get the best sales people?

Over the last couple of weeks I have been listening to the Banjar tribe and getting feedback on the apparent lack of good sales people and the terrible job recruitment agencies are doing in finding them.

That got me thinking:

Where are the next generation of sales recruits who will become our sales stars?

How do we find them?

Can you test for them at a early stage?

Do recruitment agencies really know how to find the best sales person?

Clearly, in this post GFC world where the order taker is filling the glass cabinet next to the dodo, we need a different approach to recruitment for sales jobs. In our minds, here at Banjar Group, sales recruitment is one of the top three competencies of a good sales manager. You must get this right.

So what to do? Our top tips:

Make sure you are crystal clear about the type of sales person you want and need. Do a cyborg behavior map* to eliminate any guesswork.

Define the characteristics well so that no one in the company is in doubt. Always be looking for the sales cat. They can surface in the most unlikely places.

Design brilliant questions for interviews that reflect sales outcomes for your business. Some examples may be; "Can you describe a time when you had to create a list of new prospects for a certain product," or "Can you describe your current sales process please."

Audition. Yes you heard me. The theatre, Australia's Got Talent, movie producers, all audition to find the best from a short list of hopefuls. Develop a scenario based on your sales environment and give the candidates a room, pens, laptop etc. and ask them to prepare a basic sales strategy and plan of attack to sell X product. Give them 20 minutes to prepare and then have them present back to you. Then go through Q & A. You will very quickly see their sales skills.

Stop accepting recruitment agency data base lists of bad and worn-out order takers. Look far and wide because true sales cats live and work in all sorts of places. They maybe serving at the club, behind the local bar or on the counter at Myer.

Be sure of what you want and go start looking.


* Cyborg behavior map – if you have not done this with us please contact me and I will advise how it works mike@banjargroup.com.au

1 comment:

  1. Some employers have very specific needs and if the candidate does not fulfill that need then there is no sense in pushing for an interview with the employer.

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