Sales Staff Must Have The Right Attributes, Be Well Managed And Trained To Survive And Thrive

When recruiting new sales staff there are specialist sales recruitment agencies that

can fulfil both a job placement role as well as delivering comprehensive sales training to staff before they present for an interview and take up any new position with a company. These sales recruitment agencies are niche players and look to develop relationships with all industry types but only seeking to be retained for the recruiting or placement of sales personnel.

Such agency saw a gap in the market and have looked to add value to their employee and employer customers by implementing Assessment Tests to ensure that any candidate has the right attributes for a sales role as well providing recognized sales training courses to applicants. In taking this course of action the agency can be confident that the candidates that are short listed for interview will fit the requirements sought by a prospective employer and the candidates themselves will handle the interview process well.

Having successfully completed Assessment Test candidates are reassured that they are suited to a role within a sales staff team. The characteristics required for a successful career in sales are well documented - you must be self motivated, confident, enjoy a challenge, be prepared to persevere and not let rejection by one customer impact on your selling process with the next.

Not all customers will want to buy the product or service someone is selling. The decision not to buy is not a personal reflection on your character. The Assessment Tests conducted by sales recruitment agencies therefore identify whether as an applicant you are well suited for a role in sales and will not just survive but thrive as a member of the sales staff in an organisation.

It is important that a sales manager is appointed to oversee the sales staff and ensure that each of them is adopting a selling process that is delivering results to the bottom line. Regular meetings with the sales staff on at least a weekly basis are recommended, and in these, the achievements for the past week and the goals for the week ahead can be discussed and agreed upon.

Where sales staff is not achieving targets the sales manager can assist in the first instance with some guidance on selling techniques, planning and strategies and where necessary recommend a more comprehensive sales training programme to the staff member. Sales recruitment agencies also add value in this regard.

Where an employer has utilized the services of sales recruitment agency the candidate placed in the job will often receive on-going training to ensure that they stay on track and get assistance where required to overcome any hurdles they are facing in the selling process. One recognized sales training course is Fear - The Art of Selling and this has been adopted by a select number of Melbourne based sales recruitment agencies.

The course covers a broad range of techniques required in the selling process from identifying your target market (who is most likely to want to buy on a business to business basis, how to approach cold calling, negotiating the sale and closing the deal.

by: Tim Williams

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