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. Try asking interviewees about their successes in previous sales jobs, or their proudest moments in life. 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.
• Urgency - In the sales recruitment process you should look for urgency. Interviewees with a sense of urgency will talk a lot and will carry this into their sales job. 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. Interviewees will not excessively repeat any points, and will appear dynamic and energetic in conversation.
• Self-motivation - A successful sales recruitment interviewee should show initiative; perhaps by researching thoroughly about your business, product or service. Self-motivated people will be organised and prepared. This will translate in an interview as being punctual, with a copy of their CV and relevant certificates or even a portfolio. 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 - It is easy to assess how sociable someone is during an interview. Conversation should flow easily, even when the interviewee is put on the spot. A sociable person will be chatty and should ask relevant questions. 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. Someone who is assertive is likely to make a better salesperson. 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.
Salespeople are expected to sell; so they should be able to sell themselves too.
Important qualities to look for when recruiting sales staff