Sales Management Essentials Volume 5 – Hiring & Retaining

Success in Sales Recruitment Brings Long Term Success in Business

Every organisation needs to take responsibility for creating, nurturing and refreshing the sales force that’s best for their aims. Managers and leaders must identify the type of sales person that will benefit their market, and use that template in their sales recruitment and coaching. Easier said than done, right?

There’s no doubt that the sales world is vastly more complex than it used to be even 10 years ago. Markets are constantly shifting in nature, the relationships between employee and company are forever evolving, and the prevalence of the internet in our everyday lives has forever altered the interactions between recruiters and candidates. But making sure you hire the best person for the job, and then encouraging that person in their role with the right coaching, needn’t be a daunting affair. There are many things to get right – but get them right, and you’ll have secured a long-term investment in your business. It’s vital to identify your best performers and leverage their talents. Similarly, know who your underperformers are – you can turn them into successful sales people with customised techniques. Analyse your company culture. This will help in the processes of job matching and working out cultural fit of potential employees.

In fact, there are numerous tools at your disposal when hunting for the right candidates – psychometric assessments are a powerful example. The material in this book aims to help you learn how to hire and retain proactive, energetic, successful sales winners – and aid you in understanding that you are part of an enterprising, progressive industry that is changing the world for the better.

Remember: everybody lives by selling something.

We hope you enjoy this book.