Challenges in Recruiting Sales People
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Challenges in Recruting and Developing Salespeople Prepared by: Ir. Virja Dharma Gita - TARGET SALES ACADEMY [email protected]
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There are a lot of challenges in hiring salespeople, the biggest lost is not in the cost of hiring, but in lost of time, which means lost of business opportunity
Transcript of Challenges in Recruiting Sales People
Challenges in Recruting and Developing Salespeople
Prepared by: Ir. Virja Dharma Gita - TARGET SALES ACADEMY
Passion◦ Detect
Competencies◦ Detect and develop
Treatments◦ Treat them as required, look at their motivation
trait
Environment◦ Supporting
Key Success Factors
1. Mental toughness2. Ability and Willingness to Learn3. Sales Drive4. Initiative, Self-starter5. Business Sense6. Analytical Skills7. Customer Orientation8. Co-operation9. Integrity
Required Soft Competence & Attitude
1. Performance based or CV Review2. Psychometric Test:
1. Intention2. Competencies3. Personality
3. Interview
How To Detect
Not many people are interested Long time hiring process Propose whoever interested Not really qualified
Very low successful ratio
Challenges in Hiring Salespeople
WASTING
Recruiters fee Managers’ time Testing fee/expense Health check Training expense
Time Lost Revenue
Cost of Hiring & Developing
Sales Coaching and Mentoring Objective: Increase successful ratio Method:
◦ Measure current result◦ Diagnose the trainees’ critical skill, soft competence &
attitude◦ Recommend nominees◦ Discuss the challenges Group discussion◦ Observe the way they work on the job◦ Advise for improvement ◦ Monitor the implementation◦ “On the job” mentoring for strategic prospects, if required◦ Measure the result after 3 months coaching/mentoring
Solution
If you have this problem, or Want to consult other sales related problem
Contact us: [email protected]
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