So you have made the decision that you need an extra person in the sales team, its absolutely critical that you have a very clear picture of what success looks like inside the role. Do you need a pure business development manager who just goes out and finds brand new first order clients, are you looking for a specific liaison role between the client and your business to ensure that everything is running smoothly and orders are going out on time?
Whoever you have brought on is now the brand ambassador for the business, someone that is going out and waving the flag to make sure that the customer has confidence in your abilities. Are you looking for the farmer who productively goes out to increase value with existing clients, finds new opportunities or products that could be sold to make the average dollar spend increase? Are you looking for an internal sales person who helps the field-based team be as effective as they can and handles some of the internal paper work and order processing who jumps on the phone and helps with quote follow ups?
When we are working with clients to help them establish what they need from the role, we go through a process called role clarity where we map the priorities and purposes inside the position to get a very clear picture of what success would look like for this specific role.
When recruiting new sales staff into the team, most organisations focus on having a couple of structured interviews and then perhaps doing some psychometric testing to establish what sort of personality the candidate is before making a decision on whether they move forward or not.
We help our clients to flip this process on its head. By providing our clients the ability to screen every applicant that applies for the role with our assessments, we get a very clear understanding of the candidate’s mindset, skill set, hidden weaknesses and how trainable and coachable they will be once they do come on board. From there, the applicant can be screened accurately against the criteria set from the role clarity process to find a perfect candidate.