It is common knowledge that expanding the sales team is one way for a company to attempt to generate new business and grow its market share. When it comes to analyzing the sales staff of any company, there is one universal metric that stands above the rest: the amount of revenue produced. Nothing says “producer” quite like the candidate with an active book of business that generates consistent results. Here are three tips for recruiting these candidates.
1. Do they answer their cell phone?
A good sales rep will always answer their phone. An incoming call could be their next referral, their next client, or their next closed deal. A sales rep that does not answer their phone may be losing out on potential business and can give a company a bad reputation for their service. Give them at least two chances to answer. If they don’t answer or call you back, they are not the sales candidate you are looking for.
2. Verify their numbers.
Don’t be afraid to ask a sales candidate to verify their production numbers. If they say they have a $1,000,000 book of business, collect a few paystubs from them to verify commissions. This will not only confirm that they have an active book of business, but it can lend to insight into their moral character and motivation.
3. Do they have a good reason to leave their current employer?
Are they having service issues at their current company? Are they looking to move to a company with a wider production offering? Are they looking to expand their territory? There are a multitude of reasons for a candidate looking to leave their current company. However, if it seems that they are strictly chasing money, pass on them. A sales rep only looking to make a move for a higher pay rate, unless grossly underpaid, is generally looking for an easy payday without generating more business and revenue. They will leave your company in the future for the same reason.