Finding great sales representatives is difficult, but there are proven methods that improve your odds of finding the right candidates
As technological innovation moves further into automating several jobs, it’s important to understand what abilities still separate a human from a machine, and how to use that to remain viable in workforce.
Among those jobs is a sales representative. Against the backdrop of online sales, marketing and even artificial intelligence assisted business contouring, many of the traditional functions of a sales representative have been rendered obsolete.
However the role of a talented communicator who can advocate your brand and keep people coming back to your business will never go out of style. Whether they’re short-term employees or in-house representatives who will build up relationships and networks, these members of your team can do a lot to further your imagine and attract business. What’s more, these human interactions are necessary to drive meaningful conversations and demonstrate the outcomes customers expect.
Where to find representatives
Trade Shows are prime opportunities to network and meet customers and sales representatives alike. Much like businesses trying to expose their product to prospective customers, independent reps looking for new brands and opportunities.
Building and then utilizing a large LinkedIn network can connect representatives and brands as well. You can also do searches and join groups to find people with the skills you’re after.
In addition to building a network online, ask your existing customers who they’ve worked with in past. Your customers satisfaction is one of your highest performance indicators. Working with someone who’s already made a lasting impression on them is someone you want to learn from or at least connect with. Talk with friends and people in your professional network as well to get an idea of who they recommend.
Finally, post the job online or use services that find candidates based on specific needs. Websites like RepHunter.net and RepRight.com connect businesses with specifically representatives while other websites like ZipRecruiter are popular for general job posting.
How to find good representatives
One of the problems with finding good sales representatives is that the market is very competitive. Large companies with ample budgets know the value of finding and retaining good sales representatives, so pulling someone away from that existing relationship can be challenging, especially as a smaller business.
But in a Medium post, business owner Michael Harf said money and commission aren’t the only things that bring good sales representatives.
“The reality is good and great sales people are driven by many factors but ALL require security,” Harf said.
He said for his business, the best package he found for sales representatives is one that combines a good basic income as well as commission. Because, he argues, not many people would be willing to leave their company with no guarantee the products will sell—and if they do that’s not the kind of salesperson you want.
In addition, building good relationships like you would any other employee with sales representatives is a basic thing you can do to get a leg up, he said.
It’s also a function of realistic expectations. Don’t expect your newly hired sales representative to be a fix-all for your sales issues. Harf called these candidates “Golden Geese,” people who are adept at finding, nurturing and closing sales after a quick education on the product. The better solution is to build and communicate realistic expectations. It’s also good to remember that you’re probably more adept at connecting them with potential customers than they will be at the start. However, if you nurture that relationship Harf said it increases the likelihood for your sales to flourish later.
Any online course can give you a to-do list. We actually build the sales organization infrastructure for you. We are ready to become part of your team, and we are just as excited as you are to watch it thrive. Let’s not wait another day to build on your success. Contact us online or call OSX Sales Solutions today at 402-858-6246!