Selling Point: How to choose the right sales exec
Sep 20 2012, 17:38 | By SME Mentor
A business is ready to go up the ladder only when the sales department is in place and it is staffed with the right people. This is even more crucial for a start-up because one wrong decision could create an irreparable dent in your business. Thus, look for people who have a natural ability to sell and market a business and its offerings.
What to look for in a salesperson
Anjana Vivek of Venture Bean Consulting says, "I look for people with a fire in their belly, who are open to unlearning and learning, bring some value to the table and are ready to experiment." Selling is not necessarily door-to-door but a discerning salesperson should know which door to knock on and which opportunity to grab.
Hire a salesperson who is flexible and can work in sync with the other teams, including the technical team, or you will lose a lot of time training the employee. As for being tech-savvy per se, sales executives must be given a device so they can record sales on the go.
Ability to network
Sorav Jain of Echovme adds, "I am in the business of digital media marketing, and I have a team that is active across social media channels, constantly promoting the business. They sell our business, bring in new business and maintain constant communication. The team is well-versed with technology, how the various channels work and the pulse of the market."
Attitude versus experience
Sandeep Komaravelly, Vice-President, Marketing at Snapdeal.com adds, "A salesperson needs to understand our vision and objectives, and work towards achieving them. All the people in our marketing and sales team were handpicked, and represent our brand in its totality."
But do not discount the value of experience. Premith Thomas, HR Senior Executive with Corporate Solutions Redefined feels a salesperson with well-rounded experience is an asset. "It is important for him to have worked in an FMCG company and to be experienced in creating products or market strategies which have fetched results."
Selling is much more complex than ever before. Your sales team must not only have the ability to sell but also be clued in to the market. So, if you have a pile of candidates to run through before you make your choice, it's well worth the time and effort. After all, what good is an innovative idea if you can't get it out there?
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