Important qualities to look for when recruiting sales staff

You probably know what traits you would like salespeople to have. However, a list of desired qualities will give you a starting point for writing a job advertisement or beginning the interview process.

Salespeople should have the following qualities

• Drive - Competitive people make the best salespeople, so this is an important trait. Competitiveness should be clear in an interview, as the interview process itself is a competitive one. When interviewing as participants to discuss their proudest moment. Proud moments will show whether a person is competitive, as their priority moments will be in surpassing others’ achievements. For example, a competitive person may claim that their greatest achievement is being awarded for the highest number of sales, winning an award or achieving the best grade in a particular module in university. A non-competitive person, however, will state their greatest achievement as something like passing university with a good grade. Competitive people have extra drive due to their desire to beat the competition.

• Urgency - In the sales recruitment process you should look for urgency. This will convert to the interview process to someone who is punctual and eager to fit as much as they can into your conversation. They will be organised with a clear idea of what they are going to say, as urgency goes hand-in-hand with being prepared and organised. Make sure that make valid points and appear dynamic and energetic.

• Self-motivation - A successful sales recruitment interviewee should show initiative; perhaps by researching thoroughly about your business, product or service. Self-motivated people will also appear organised and prepared, arriving with plenty of time to spare, in a neat appearance, and perhaps with a portfolio or printed documents with directions to your office. Motivation is important in sales. Self-motivated employees want to do well. Ask your interviewee for an example of when they have exceeded expectations or done more than what was asked of them.

• Sociability - This is an easy one to spot and is extremely important in sales recruitment. Conversation should flow easily, even when the interviewee is put on the spot. They should smile when they talk, as this is heard on the phone and makes a person seen friendlier and therefore more trustable. Your interviewee should appear to enjoy talking to you, despite an interview being an unnatural situation.

• Assertiveness - In an interview an assertive person might attempt to take control. Although perhaps frustrating, assertiveness is a positive trait and important in sales recruitment. Look for an interviewee who is sure of their answers, and will therefore be sure of your product or service when selling. Assertiveness is key to persuasiveness - one of the most important traits. A good salesperson will employ their sales skills in an interview to persuade you to hire them. Their level of persuasiveness, along with these other traits, will help you to make a decision.

Sales recruitment is a great way of finding out if someone will make a good salesperson. Salespeople are expected to sell; so they should be able to sell themselves too.