Hiring the right employees is always a challenge. That is why a recruiting firm can come in handy. Hiring sales people is one of the most expensive things that a company does, especially if the worker is paid a base salary. If a company hires the wrong person, the hire can cost them somewhere in the range of 6 times that workers’ base salary.
The reason is because hiring sales reps is about much more than just the salary. It is about what the public face of a company will be. For this reason, if a company fails to hire the right employee, it can mean the loss of thousands of dollars in opportunity cost. How many customers who would have bought otherwise will end up not buying?
In North America, only about 10 percent of sales professionals ever provide a return on investment. Around 40 percent miss their quota and somewhere around 22 percent are considered to be untrainable. Basically, this means that recruiting firms have a big responsibility when it comes to finding the right people for selling the products of their clients.
Around 80 percent of sales that are with a first time customer or that are not routine require around 5 follow ups. That means that one of the qualities that people need to make a good sale is the ability to be persistent and patient. It is also important that sales representatives have excellent verbal and written communication skills.
But there are intangible qualities that are also good to have for those who are on the sales career path. It might be difficult to assess, but there is always a reasonably good litmus test that recruiters can apply when they are determining whether or not they have found the right man or woman for the sale. What they can ask themselves is, Is this a person whose company I enjoy? For some people, that answer will be affirmative, for others, it will be negative. But it is key to discovering whether someone is or is not saleable. You are not just selling a product, you are selling yourself.