2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16
Every more or less large company has a sales agent (there are even several of them). Most often, sales agents are needed to present and sell goods, but when it comes to services, their activities can be no less effective.
So, you have reached the point where you need a sales agent in developing your business. However, how to find a suitable specialist who can cope with the tasks assigned to him? According to recent research, more than 52% of a company's sales come from just 27% of agents!
What traits inherent in candidates should be paid attention to first of all? You may be surprised, but this is a stereotype that all successful salespeople are sociable, open, assertive and a little aggressive, energetic. Many great salespeople are suave and even a little shy. Among them are both men and women, tall and short, able to speak beautifully and not possessing this subtle art, extremely neat and not.
Specialists have beenyears strive to draw a detailed portrait of a successful salesman. McMurry, for example, believed that a sales agent should be a real "boyfriend", a person who is used to always achieving the intended goal. Other important features are energy, self-confidence and the attitude to any objection as a challenge.
A more concise description of the image of the ideal candidate was compiled by Meyer and Greenberg. According to them, the main qualities of a sales agent are a sense of empathy (the ability to be imbued with the emotions and feelings of a potential client) and selfish determination, a powerful personal need for successful sales.
As for the selection procedures themselves, it all depends on the employer. However, professional tests will tell you much more about the candidate than the most detailed resume.
An important point is the training of sales agents. What should they be taught? Not for sale, of course. And to feel like an integral part of your company, sincerely interested in its development and promotion. Be sure to conduct a presentation of goods (tell about the procedure for their manufacture, purpose and advantages over analogues). You also need to tell the future sales agent about the target audience and competitors.
The duty of a sales agent is successful sales. Does he deal with them? There are several ways to evaluate the performance of salespeople:
- comparison of the performance of individual agents;
- comparison of current results withprevious.
The first method, as practice shows, is more effective. After all, every sales agent strives to surpass his colleagues (his salary directly depends on this). The more additional incentives he will have (bonuses, promotions, or vice versa, the fear of being fired), the more efforts he will make in order to stay in a warm place or move to an even more sunny one. Be sure to make sure that each sales agent fulfills the duties assigned to him in full - this will allow you to reduce costs and maximize profits.
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