Recruiting sales talent for 2014

By:TACK RomaniaOctober 23rd, 2014RomaniaNo comments

David Scarfe

For sales managers, recruiting good sales people hasalways been something of a ‘hit-andmissaffair’, given competitionfor top talent and our own often sketchy understanding of “what good lookslike”. It is further complicated bythe fact that “sales” is a very broad profession which encompasses a whole rangeof related, but very distinctive, roles.

To make matters worse, it’s particularly hard to recruit sales people because, by their very nature, they are ‘selling’ to us at every stage of the recruitment process – even a very average salesperson should be able to create an impressive CV and present themselves favorably at an interview.

Of course you can make a ‘judgmentcall’ about a potential recruit and how they might fitinto yourorganization,based on their CV, references (at best both are only evidence of past performance) and on how well they came across at interview. However you needa more objective measure in order to know how acandidate is likely to perform,for you, once recruited.

The key is to identify the key competencies (skills, knowledge and behaviors) that are either critical or desirable, for a sales person to succeed within your business, with your products / services, in your marketplace.

Then, as a major part of your recruitment process, create specific assessment and evaluation exercises that measure ability in each of those critical areas identified.

Assessment exercises can include structured interviews, relevant case studies, product presentations, in-tray exercises and tailoredrole-plays.Good assessment workshops can also evaluate a candidate’sattitude, drive, work ethic and interpersonalskills.

Adding an assessment day to your recruitment process will ensure that your recruitment decisions this year are based much more on judgment than luck…and that could save you a fortune in recruitment, induction and wasted training programmes.

…not to mention greater sales by getting the right person on board!


David Scarfe

David Scarfe va sustine pe 13 si 14 noiembrie, la Bucuresti, cursul "Strategic Sales Managemet".

Pentru mai multe detalii:, 021 316 59 78.

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