Successful sales recruiting seems simple but it is much more complicated than many believe. The “rules” that appear can easily change based on the industry in which the recruiting takes place and what works really great with one campaign can be a disaster for another one.
However, based on data that is shared by Sales Expert Executive Recruiters, we can say that there are some rules that are vital and that should always be respected.
Identifying Experiences And Attributes
This is always the most important part of the successful sales recruiting process. It is important to clearly and precisely identify the experiences and attributes that the perfect candidate needs so that the unique customer base can get exactly what it needs. This part of the process is usually overlooked. Whenever this happens it is a guarantee that failure is about to follow and that sales recruiting will never be effective.
Assessments
While most of the business owners believe that the interview is the most important part of the recruiting process, the truth is that assessing the skills of the potential employee is much more important. In the past we did rely on the interview because that is what had the highest impact in eventually making a sale. Nowadays, it is so simple to appear as being perfect for the job during the interview. There are entire books written about this topic. Smart sales recruiting companies use assessments in order to see if the candidate is actually appropriate for the job.
The Interview
Although the sales interview is not the most important part of the equation, it is still a highly valuable part of the successful sales representative recruitment process. Interviews are nowadays mostly used in order to assess composure, resilience, style, maturity and self-presentation. All these are important for a sales representative. Even if he/she can learn and does know everything about the product that is to be sold, this does not mean that the other aspects are not important.
Statistics show that around 90 percent of the hiring decisions are currently made based on the interviews. That is a shame since the accuracy is only at around 15% when considering just the interview. The hard truth is that most people simply have no idea how to interview properly and people that come in for a job know how to act in order to seem better than they truly are.
Resumes
Resumes, just as interviews, are far less important than what they once were. We nowadays have professional resume writers. They can make the resume seem perfect. Many resumes include distorted information so being careful is important. The one important piece of information that you can use is the candidate’s time length of remaining with a company as an average. Most people will stay with companies for a number of months/years and tend to do this over and over again.
Conclusions
The recruitment process is becoming more and more complicated as those interested in getting a job learn how to act. It is quite important to work with professionals that are specialized in hiring sales personnel.
