Quels sont les éléments les plus importants à rechercher lors de l’embauche d’un représentant commercial ?

1.The Intent- It tells the interest of a candidate in the role. 2.The content- It tells that candidate has hands on knowledge & experience. 3.The receptiveness - Learning is all what is required to move forward irrespective of industry. 4.The leadership- Interest to drive activities and lead people to a direction. These are the best practice which helps me choose the best candidates, rest all the attributes can be infused by regular training & mentoring.

Communication is key. For any sales process, the rep needs to be able to convey their message and answer every question/concern that comes their way. For me, it is much more important the willingness to learn, proactiveness, ability to communicate than the experience itself. Of course, if you're lucky enough to hire a sales rep with a couple years of experience that is great but we shouldn't be afraid to be their first experience. The key is to find someone motivated!

Skill and Will. Then we can definitely look at other aspects like education, self presentation, adaptability, family background etc.

representante de vendas Capacidade de Escuta: Um bom representante de vendas deve ser um excelente ouvinte. Capacidade de Ensinar: O processo de vendas também envolve educar o cliente sobre a solução oferecida. Proatividade: Representantes proativos buscam oportunidades, seguem leads e não esperam que os clientes venham até eles. Trabalho em Equipe: O trabalho de vendas muitas vezes envolve colaboração com outros departamentos. Conexão com Valores da Empresa e Ética: Encontre representantes cujos valores estejam alinhados com os da sua empresa. Resiliência: Vendas podem ser desafiadoras e envolvem rejeições. Organização: Representantes precisam gerenciar leads, acompanhar negociações e manter registros.

When hiring a sales representative, it's akin to selecting a champion for your brand's quest in the competitive market. The most important qualities to look for are a blend of charismatic communication and empathetic listening skills, akin to a storyteller who can weave the needs of the customer with the narrative of the product. Equally vital is a resilient and adaptable spirit, reminiscent of a seasoned navigator, able to steer through the ever-changing tides of customer preferences and market trends. An innate sense of curiosity and a continual learner's mindset is also crucial, as these traits ensure the sales rep stays ahead of industry evolutions and customer insights.

And when talk about communication skills we don't talk about speaking skills. Communication is also, and specially, about listening. The top performance salespeople knows e Love listening and make a lot of questions to know more about customers' needs and expectations.

Considero que as habilidades de comunicação são uma grande ferramenta para o sucesso dos vendedores, devendo ser um dos principais itens a serem analisados nos candidatos. Uma escuta ativa e a capacidade de identificar as reais necessidades dos clientes é um poderoso fator para converter a visita em uma venda de sucesso.

communication abilities and emotional intelligence stand out as paramount soft skills for sales professionals. The adeptness to convey ideas clearly, actively listen, and understand clients' emotions enables effective relationship-building. This combination fosters trust, enhances client satisfaction, and positions the salesperson to navigate complex negotiations with empathy and insight.

When hiring a sales representative, some key qualities and skills to look for include:Sales Experience: Look for candidates with a proven track record of success in sales, preferably in a similar industry or selling similar products/services.Communication Skills: Effective communication, both verbal and written, is crucial for building relationships with clients and understanding their needs.Customer Focus: A customer-centric mindset is essential for identifying and addressing the needs of potential clients and providing excellent service.Negotiation Skills: Sales representatives should be adept at negotiating terms and closing deals while ensuring the best outcomes for both the company and the customer.

It's a dual-lens perspective - how they converse with customers and interact internally. With customers, it's about more than just speaking. It's about making them feel heard and understood. Can the candidate showcase instances where they tailored their communication to effectively meet a customer's unique needs and perspective? This ability to adapt their message is crucial. Internally, their response to coaching and feedback is equally telling. It's one thing to talk. It's another to listen, absorb, and adapt. How have they incorporated feedback into their sales approach in the past? This shows their willingness to learn and grow, a trait that's indispensable in the ever-evolving landscape of sales.

Curiosity - what questions are they asking you? Talk about something “boring” like SFDC. What do they say? Do they ask how your company uses it? Does it lead to questions RE sales process / methodologies? You can’t reach curiosity very easily so it’s critical to find. This one veers on trait & skill - are they coachable? Give them feedback on something during the interview on the fly - bonus points if it’s outside of a typical role play exercise where they will “know” to be coachable. What is their gut response? Positive / negative response? Body language? Leaning in or arms crossed rejecting the comment? Can they disagree productively but still recognize the feedback? Testing this is crucial.

Para um representante de vendas, traços de personalidade como empatia, confiança, persistência, capacidade de escuta ativa e habilidade para lidar com a rejeição são fundamentais. Ser proativo, ter motivação intrínseca, ser comunicativo e ter uma atitude positiva também são traços desejáveis para construir relacionamentos sólidos e alcançar o sucesso nas vendas.

Hard skills são adquiridas ao longo do tempo, com treinamento e dedicação. Soft skills devem ser as principais características de um profissional , especialmente na área de vendas, onde a ética, caráter e resiliência são essenciais.

prioritizing traits and characteristics in the hiring process is fundamental. Opting for individuals with the right attitude and cultural fit lays a solid foundation. "Hire for attitude, train for skill" encapsulates the notion that skills can be developed, but inherent traits such as adaptability, enthusiasm, and collaboration are intrinsic to a candidate's potential success within the organization.

Sales person should be good listener and should be flexible because in sales there is no define working hours he or she should know how to plan and prioritise the things with proper time management. Sales person should have good public speaking quality and have growth mindset

É impossível atrair bons colaboradores para uma organização sem conhecer profundamente a sua cultura. Traços de personalidade que podem ser valorizados em uma cultura, como alta competitividade, podem ser uma desvantagem em outra cultura. Então garantir uma adequação do perfil dos candidatos com a cultura da empresa é fundamental para o sucesso do seu time de vendas.

When hiring a sales representative, one of the most critical factors to consider is cultural fit within your organization. Look for candidates whose values, beliefs, and work ethic align closely with those of your company. Assess their compatibility with your company culture by considering factors such as their communication style, problem-solving approach, and ability to collaborate effectively with colleagues. Evaluate whether they demonstrate a genuine passion for your industry and a commitment to your company's mission and goals. Additionally, consider how well they would integrate into your team and contribute to a positive and supportive work environment.

Si, la cultura de la empresa debe coincidir con la del vendedor. Difícilmente se pueda cambiar costumbres que vienen muy arraigadas y, de hecho muchas veces no se cambian, porque hasta ese momento han dado resultado.

Most important point is to describe candidates the cultural habits of the company. And my experience is, that this is often a lacking point of the Management. Anyway, nobody should play a role which is not their natural expression and habit. Be honest and it will work.

It's very simple if they don't fit in to your company ethos it's not going to work. But if they bring compatible ideas that wrap around yours with the thought of growth and future prosperity then success.

#1 thing to look for when hiring salespeople is intrinsic motivation - but how do you do that? -What's their peer group like? (If highly successful, then "being successful" seems standard, so they're motivated) -What's the hardest thing they've had to deal with? (Overcoming adversity causes people to be able to handle more) -Do you have a chip on your shoulder about something or something to prove? (if they do, they'll be motivated)

Las motivaciones y objetivos de un candidato tienen que estar alineados con los lineamientos y objetivos actuales de la empresa, a corto y a mediano plazo de la empresa; es decir, que si un candidato esta buscando estabilidad y seguridad, y la realidad de la empresa sea que pasa por cambios, por decisiones gerenciales o por situaciones económicas; es posible que el candidato no se encuentre cómodo en la posición o incluso sea perjudicial para su salud mental tanto cambio a su alrededor.

Personal life matters - a good sales rep would have goals and aspirations in his/her personal life as well. Working out, taking classes are good examples to assess. One of the best questions I like for this is; - What did you learn last time that inspired you the most?

Motivation in Sales is not coachable and trainable. Also special commission payments can not compensate non - existing motivation. Key action is to choose a person who has a positive and motivated habitus. In parallel, the Sales Director has to make sure to eliminate „ show stopper topics“ in the sales process and ensure easy & straight processes and a good team feeling.

Basically? The first thing is to look insude you what kind of sales rep you want. Do you want a self managed one? Give him space to work his own way. Do you want a Junior one? Give him the necessary suport. Do you believe the sales and tech profesional are the same? Work with him to create a mid ground between both sides. Do you want someone with focus on C-LEVEL relationship? Empower him. Are you ready to work this way? If yes, move on. But be sure to just after that, you must define the requirements for him

The knowledge, execution experience & traits of a salesperson culminate in customer commitment. It is critical to assess whether the salesperson is indexed on sell-to-them (aka hit & run) or comes with the culture of onboard-onto-our-platform. This is an early indicator of cultural fitment depending on the type of sales organization. What has worked for me is a simple thought experiment once the assessment, interview & conversations are completed. Get into the shoes of your key buyer persona. Ask yourself whether you will buy from this salesperson. At that point, it all comes together.

It is a common opinion that knowledge is the most expensive commodity in the modern world. Knowing what people need, usually leads you to successful decisions. To obtain knowledge, you need to ask, and then ask some more. Never be afraid of asking. Now there is knowledge that you obtain before the deal and knowledge you obtain after all is said and done. Do not be mistaken, feedback is of the same importance as the opening questions. If you have a detail you missed, feedback will show you what you missed and that's your second chance to success.

Sales Execs are the only ones inside organizations that really knows how are performance on a daily basis. It is very simple because it is pure math: time versus quota, pipeline versus forecast, quota versus plan, and the most important thing, bonuses versus sales. So, basically, it is all about time management, pressure/time/actions/focus management and how he is dealing with NO and OBJECTIONS. Simple like that.

Le représentant commercial doit d'abord connaître le marché, et comprendre profondément les besoins et les offres des différents acteurs. Ensuite il doit être capable de pénétrer le marché, en apportant de la valeur ajoutée, pour être une opportunité pour le client. Enfin il doit mettre en place un ne stratégie pour durer dans le temps.

For well over a decade, I was responsible for building teams of both leaders and individual contributors. In my experience, many skills and attributes of a job function can be taught, developed and enhanced. I found the key to long-term success was culture development, which requires a great deal of focusing on a candidates quality of character. With the right work ethic, aptitude, and level of commitment you can drive credible success, as well as creating a special environment. One of my mentors taught me, you will find what you’re looking for. It depends on your vision.

It is important to consider 'soft skills' during the interview process. Find opportunities for the candidate to display empathy, awareness, active listening, and open-mindedness to name a few.

If your recruitment efforts focus on experience and knowledge, you will compete with much more attractive places to work than yours. Try to focus on predictors of talent instead. Figure out which behaviours, driving forces and emotional intelligence have been effective in your business, and assess job candidates that do not have the experience and knowledge yet, but are ready to be developed.

I’ve always hired based on integrity, empathy, attitude, commitment and a sense of humor. Check past client references for their understanding of their business.

Today all sales reps focus is just on selling the product. How well can he/she sell this? Will I buy from this person? How good is his comm skills that I’ll buy from this person etc. What’s also really important to understand is how good is the salespersons empathy and customer relation management? I sold you a product X with a 1 yr license agreement and once the deal is signed, I won’t even turn back and enquire anything. Suddenly when the license is ready for renewal I come back doing small talk and asking for money - this is not empathy/customer experience. What would and should set apart is a continuous interaction with the customer asking if all good, are they happy with the product, is there anything else that can be done, etc.