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Sales Team Recruitment

sales-recruitingA great strategy needs great people to implement it. Sales Overdrive recruits only the top sales professionals and trains them in unique Overdrive Sales Methodologies®. We deliver the top 10% of sales people in your field. These professionals will produce new, top line revenue at a pace faster than you might have imagined possible.

Assessment and Compensation

The Overdrive Assessment and Compensation Methodologies™ are tailored to each client’s needs. We design all of our recruitment methodologies to identify and retain those individuals who will perform the best in your environment.

Recruiting and Deployment

We’ll recruit the very best talent in your industry from our Overdrive Community™ and from your competitors. Our recruitment team is very focused on gaining competitive intelligence, thereby creating a competitive weapon for you as you gain access to the most gifted sales professionals in your field.

Sales Recruiting: Coaching and Mentoring

Once we recruit the right professionals, we bring them on, train and coach them in the field. We’ll proactively manage and mentor these Overdrive Sales Professionals using the latest in sales-force automation and other tools. Our Overdrive technology ensures that team members are continuously focused on the right prospects at the right time with the right dialogue and the right message, making sure your revenue goals will be met. We can recruit and manage professionals throughout the entire customer life cycle from targeting and closing new opportunities through account management and customer service.

Team Administration

We’ll provide all of the administrative and human resource services needed to support a local, national or multi-national team so you can focus on what matters most: your business.

An effective sales team recruiting and deployment process can make all the difference in the world. Call Sales Overdrive today to see the competitive advantage we can create for your company.

Proper sales recruitment is crucial to the success of any business. Sales specialists are the link between customers and the products and services offered by the business. In order to generate a significant amount of sales and maximize earning potential for the company, the sales team must be aggressive and highly knowledgeable. Effective sales recruitment will ensure that only the most skilled sales personnel join the team. Effective sales recruitment means hiring personnel based on certain criteria that would qualify them as competent salespersons. Effective sales recruitment means analyzing each individual to see if he or she is the right fit for the position.

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Recruitment Criteria

In order for a person to qualify as an effective salesperson, he or she must have certain personal and professional skills. The individual should be extremely persuasive and friendly. The ability to change people’s minds is one of the most important personal traits in sales. Not all customers will be willing to invest in the products and services a representative has to offer. That person must be able to approach the customer from an angle that makes sense. The salesperson must have the ability to make that customer think that he or she needs a specific product.

A salesperson must also be highly motivated. This person should be the type to take initiative whether someone directs him or her or not. A good salesperson will constantly think of ways to generate sales and get ahead. Even when the workday is done, he or she will still think of strategies to use for the next day. A sales personality is aggressive, motivated, hungry, and competitive. This person will want to provide results for himself or herself and for the company for which he or she works. He or she will have a high level of energy and a constant desire to achieve.

Experience and knowledge also play a significant role in sales recruitment. A salesperson should have previous experience in a sales environment. Knowledge of the hiring company’s products and services is also quite helpful. If a potential salesperson can show that he or she has done significant research on the company in which he or she intends to work, it will raise hiring probability. Taking the time out to study a new company’s products, services, ethics, profits, and the like would be a notable display of enthusiasm for the applicant.

Finally, a good sales candidate will be able to exercise logical thought during the interview process. The interviewer will put the applicant in certain situations and ask him or her to explain how he or she would get the situation under control. These answers will also play a significant part in the hiring process. Employers desire sales personnel who can adapt to any situation and turn it into a benefit to the company.

The following is a list of common recruiting criteria. These are listed in the order they are most commonly used to screen candidates by smaller ($1 Million to $10 Million) companies:

  • Industry Experience
  • Product/Service Domain Expertise
  • Chemistry
  • Existing Relationships
  • Employment Stability
  • Personal Selling Style
  • Performance/Track Record

While each of these criteria is important, over the years our clients have found that personal sales performance, adaptability and creativity are also essential. They’ve also found that having a Rolodex will only go so far and never take the place of a proven ability to win new relationships and customers. Most often, successful client companies put the following criteria very high on their lists:

  • Personal Integrity
  • Adaptability/Creativity
  • Personal Selling Excellence
  • Ability to Develop and Leverage Relationships
  • Ability to Team
  • Market/Territory Development Performance
  • Industry/Domain Expertise

Finally, our most successful clients have us put in place very carefully conceived scoring protocols in their sourcing, screening and interviewing processes. This is very important in eliminating bias and wasted time (and opportunity) associated with the back and forth debates over a host of preconceived notions on just what describes a “good” sales person. Been there? Then you know what I mean.

Contact us and we’ll help you recruit and develop a sales team built for speed.