Post Activities For Successful Sales Recruitment
Sales is such a critical role to every company
, so once you appoint salespeople, you must ensure you retain them. There are three questions organizations must ask themselves when considering how to put in place a successful sales recruitment strategy:
* How do I find good salespeople?
* How do I remunerate them?
* How do I retain good salespeople once I have found them?
* How to find good salespeople
An organization should always be on the look-out for good salespeople, even if a vacancy as such does not exist. A good recruitment strategy will provide an organization with a steady stream of qualified sales people that can be interviewed.
There are many ways in which to attract people to a sales recruitment campaign and this is covered in more detail in part one, but in summary sales people can come from a number of sources:
* Word of mouth (networking channels, etc)
* Recruitment agencies
* Job postings on your website
* Your HR department
* Industry conferences and events
* Advertisements through print media
* Advertisements through various internet media
In your sales recruitment strategy you should endeavour to source candidates from several of the above media at the same time, so that when an opening comes up, you will be able to fill the job quickly.
How to remunerate good salespeople
To attract salespeople during your sales recruitment campaign, you need to offer an appropriate but lucrative remuneration package. Once you have recruited salespeople, you need to consider that one of the main reasons good salespeople leave an organization is that they are unhappy with their remuneration package.
Paying a salesperson too little can make them dissatisfied, and paying them too much can be beyond the realistic means of the organization.
In reviewing a sales remuneration package you need to consider the following:
* The expected level of income for salespeople in your industry, in particular, look at what your competitors are offering
* Whether the remuneration package is tied to gross sales or gross profit
* Keep in mind that an industry standard is to pay commission of no more than 20% of gross profit
How to retain sales staff
A successful sales recruitment campaign will result in your hiring a good salesperson. So it is worth your while to ensure that you retain this person in your organization. Even experienced salespeople require support from their employer to ensure a successful sales track record.
So you need to consider the following to keep your sales staff happy and engaged in your organization:
* Have a good induction program. In sales, this inevitably involves teaching your inductee about the company, its products and its services. Ensure that you have someone responsible for inducting your new sales recruit in a professional and structured way.
* Ensure you have a good sales manager who will motivate, coach, and train your sales team. Sales managers are an integral part of ensuring good team performance, team morale and hence staff retention.
* Invest in ongoing sales training and coaching. Even experienced salespeople need to fine-tune their performance and can benefit from refreshers on how to sell. Ongoing training and development also has the added benefit of keeping your sales staff motivated, and will go a long way towards improving team morale.
Organizations need to keep in mind that sales recruitment does not begin and end with the hiring of a new recruit into their sales team. They also need to be prepared to remunerate salespeople appropriately, and invest in staff retention initiatives.
by: Tim Williams
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