Independent Search Solutions Ltd – Sales, Marketing & IT Recruitment
At Independent Search Solutions we have recruited in pretty much every industry there is; from Medical Sales to Financial Services and everything in-between. And the overriding key to recruiting and developing the perfect Sales Team can be summed up by one guiding principle. COMMUNICATION
Below I have included my 10 Steps to recruiting a Sales Team and can be used as a guide for Sales Managers and HR Personnel –
1) Define what your strategy is from the start; whether this is Market Share or Revenue, and work from here
2) Budget your hiring costs, basic salary ranges, commission structures and volume of recruitment against expected revenues (a classic return on investment ROI ratio will give you an idea of where you need to deploy your capital)
3) Fully brief your existing Sales Team (Nothing worse than allowing office gossip to replace Management Communication)
4) Draw up detailed Job Spec’s for the role, describing in detail the Objectives, Duties & Responsibilities, Targets and Commission Structure
5) Define the characteristics of the person you are looking to hire, experience that they need to have and future opportunities open to their personal development.
6) Search & Select using all available options and short list for each role (remember to communicate with un-successful applicants; your brand is in their hands)
7) Screening & Interview Process: Telephone screening allows you to do an initial approach and will reduce the time you spend meeting applicants in person. I suggest a 20 – 30 minute call, ask them to describe in detail their experience, and at least three open ended questions
8) 1st 2nd & 3rd Interview: You need to sell the company and role as much as they are there to sell themselves (see other posts for detailed analysis on Interview Techniques)
9) Testing: Live scenario testing with the candidate such as sales calls, cold calling techniques, communication skills, psychometric testing
10) Reference checking past employment, Online Searching, Social Media Checks
I hope these tips are of some use to you, and good luck with your Recruitment
Patrick Fitzmaurice
HR & Recruitment Director ISS Ltd
Tel: 00353 (0) 98 238 00
Mobile: 00353 (0) 87 25 35 247
Independent Search Solutions Ltd – Sales, Marketing & IT Recruitment
