Sales Management For Dummies

Chapter 5

Adding New Players to the Team

In This Chapter

Recruiting new sales talent

Interviewing candidates

Sidestepping professional interviewees

Knowing when to make the offer

Recruiting and hiring new salespeople is a key part of a successful team. If your company is growing you need salespeople. If you’re managing the sales department, you may be in an upgrade mode frequently. Whatever the reason, you want to find the best possible person available. If you’re going to build a team, build it right! That’s what I cover in this chapter.

Recruiting New Sales Talent

Inevitably you need to add new team members. Whether you’re growing or replacing an existing representative, successfully bringing a new person into the fold starts long before the interview.

Answering basic questions

You must answer several questions before you ever think about moving forward to hire a new salesperson:

• Are you required to post the job in-house first?
• How will you promote the job opening?
• Do you require an experienced salesperson?
• What qualities does the ideal candidate have?

If you don’t know ...