How to spot a good salesperson

For anyone who is charged with overseeing a business’s operations and ensuring that personnel are performing to the highest standard, it is vital to be able to spot when team members are letting the side down.

Sales is an extremely important department in terms of a firm’s financial success, as they are ultimately the deal-clinchers – the ones that bring home the bacon by selling a company’s product or service. Therefore, it is arguably more important than ever that those in senior positions are able to spot a good salesperson from a bad one.

For any firm needing a helping hand consolidating their current team or looking for new members to recruit, using sales recruitment agencies to source and interview candidates can be a huge support – and ultimately guarantee that firms have access to the top sales candidates and thereby take on the cream of the crop.
The signs of a good sales rep
1) A solid knowledge of the product or service they are selling

Without this, not only will a salesperson not secure any deals, but also it will reflect terribly on your company and its reputation as a whole should any prospective client spot a seemingly unprofessional and cavalier disregard for knowing their trade inside out amongst your employees.

2) Belief in themselves

No shaky sales rep doubting either themselves or their competencies has ever made the business world go round. The profession is all about confidence.

3) A solid client presence

Once a pitch is over, that is far from the end of a sales representative’s job. Not only should they be following up on leads, clients and perhaps unsuccessful pitches, but they must furthermore ensure they are readily available to each and every one of their customers – and not just over the phone or on email. There is no substitute for face-to-face interaction.

This will help the salesperson to build a solid, dependable relationship with the client, founded on trust and confidence. This is the sort of relationship that leads to more sales – the benefits of which need not be outlined.

4) Skills of negotiation and problem-solving

One of the primary facets of sales is the likelihood of rejection. Sometimes there will also be clients which will make quite simply unreasonable demands. If a customer initially refuses an offer, is asking for too low a price or is demanding an unachievable delivery date, for example, a salesperson must be able to think outside of the box by working with and around tricky or problematic clients.

However, it is vital that they understand the difference between pushiness and perseverance – two very different attributes, which actually differentiate between a good sales rep and a bad one.

5) Being a business chameleon

Working in sales necessitates an extremely flexible and fluid approach to business. Not only because the industry is constantly adapting and evolving, but also because the same technique will not work for every client. This is why sales representatives need to be able to tailor their pitch, attitude and business demeanor to each and every client. They also need to possess the ability to quickly work out what approach is the most appropriate in a very short space of time.

If you spot that any of these qualities are lacking in your sales team, it might be prudent to address this issue.