Unsure where to start when hiring sales reps through a sales recruitment agency? Look no further! This guide will help you every step of the way.
November 27, 2022
Sales representatives are essential members of numerous businesses, expertly helping companies with the crucial tasks of increasing sales and revenue. However, it can be challenging to know where to start when it comes to finding and hiring the right sales reps for your team.
Even for seasoned recruiters, hiring an excellent salesperson is tricky and requires good judgment skills and experience. Sales professionals are crucial to one’s business, so hiring the wrong ones can do more harm than good. With these difficulties in mind, it’s crucial to understand all that goes into hiring sales reps.
In this guide, we will cover how to hire sales reps, where to find them, how to interview them, how to hire with a sales recruitment agency, and much more. This valuable information will put you on the path to hiring the best sales representative(s) possible for your business, no matter your recruitment experience.
Before diving into how to hire sales representatives, let’s go over why companies should hire them first. Hiring a sales representative brings numerous benefits to businesses, no matter what stage of company growth they are in. The benefits of hiring a great sales representative include the following:
What all of these benefits have in common is that they help businesses grow and reach new heights. Thus, hiring expert sales reps with strong sales histories can be the key to taking one’s business to the next level. To reap these benefits, businesses should particularly hire sales reps if they meet any of the following criteria:
Whether a business is a start-up or in a higher stage of growth, hiring sales reps can be an excellent step in reaching business goals. While hiring employees too soon in a company’s life can break the budget, waiting too long to hire sales reps can lead to missed opportunities and lost revenue. Thus, as soon as companies with a need for sales reps can afford these new hires, they should pursue these assets.
Whether or not a company can hire a sales team depends on a few factors. Generally, businesses can hire sales teams if they:
Any registered business technically can hire a sales team without the checklist above. However, they may run into issues like disorganization, tarnished brand image, and financial loss. Essentially, it’s important to go about hiring a sales team the right way and only when a business is truly ready.
Hiring sales reps or an entire sales team is an investment, and the cost of employment is an essential factor to consider. Let’s go over the costs of hiring a sales employee to discern whether this investment is in your budget.
The cost of employment is one of the largest expenses for any business, including not only salary costs but also onboarding, training, equipment, and benefits costs. Let’s break down the typical costs for hiring a U.S. sales representative:
That brings us to a total of $76,949 for hiring a new sales employee. That cost does not include employer-provided benefits, tax registration, technological equipment, or other employment expenses. As you can see, hiring a sales employee is a hefty investment, particularly for start-up companies. However, sales employees generate a greater return on investment (ROI) than other employees, as they directly work to increase a business’s revenue.
You can calculate ROI using the formula: [(money gained - money spent) / money spent] x 100 = ROI.
For example, if the cost of hiring a sales representative is $76,949, but they generate $100,000 in revenue for the year, that is a 30% ROI. Depending on one’s business and its products/services, that profit margin may be easily attainable or even greatly exceeded. Overall, companies need to understand these costs to decide whether investing in new employees is right for them.
So, you’ve decided hiring a sales rep or team is right for your business needs. Congratulations, sales representatives will take your business to new heights and opportunities. However, how can you find successful sales professionals, and how do you hire them? In short, to hire your first salesperson, you have to:
Let's go over these steps to ensure success in your salesperson hiring journey.
While countless professional sales reps exist, finding and recruiting them can be challenging. To find the right sales rep candidates for your company, use the following recruitment strategies to your advantage.
Sometimes the best new hire is someone who already works for your business. To hire from within, meet with current employees who might be qualified for new or higher positions and discuss the role of the sales position. Then, you can set up formal interviews with those who are interested. Current employees also require less onboarding and training, as they are already familiar with the organization and its processes.
Additionally, you may ask for referrals from current employees or other professionals from the sales industry in your network to source hidden talent. According to a LinkedIn report, 82% of employers rate employee referrals as having the most significant ROI compared to other employee sources.
Posting on online job boards is a common recruitment strategy for any role, including sales rep roles. Job boards like LinkedIn, Glassdoor, and Indeed are all top choices. However, keep in mind that there are listing fees for all of these platforms. Nonetheless, these popular platforms are excellent tools to reach potentially hundreds of interested candidates.
Virtual or in-person hiring events connect recruiters and talented job seekers, making this a perfect way to find candidates. As sales jobs are competitive, make sure your organization stands out among the crowd by having spokespeople, an inviting website, and up-to-date social media profiles. You may also consider organizing your own sales hire event to bring motivated candidates directly to you.
Another strategy for finding sales reps is to search for freelancers online. Freelance sales reps can be excellent assets to any sales team, as they allow for reduced employment costs and greater flexibility. To find freelancers, search popular freelance platforms like Fiverr, Upwork, and LinkedIn for qualified profiles. You may also post a freelance job listing to attract these candidates.
Hiring through a sales recruitment agency is a simplified, comprehensive way to discover and hire top talent. With a leading sales recruitment agency like The Sales Connection, motivated sales professionals are already gathered together, waiting to be paired with their perfect fits. Our sales experts have made over $157 million and counting in sales for companies.
We have 12,173 trained sales representatives, so you can stop searching and start producing revenue. With a recruitment agency like The Sales Connection, you can shave hours off your recruitment process by gaining instant access to the top 1.3% of sales talent.
Deciding Between a Full-time vs. Freelance Sales Representative
When hiring sales reps, companies should consider whether full-time or independent contractor employees are right for them. Full-time employees are traditional employees who work 40+ hours per week, receive salaries, and get employer-provided benefits. And this information can be easily extracted from the sales managers.
Freelancers or contractors, however, are self-employed individuals who receive payment on a per-project or per-sale basis. Companies may choose to hire freelance sales representatives for the low employment costs associated with them. However, freelance hires are not for everyone, so let's review the pros and cons.
Whether freelance or full-time sales representatives are right for you depends on your business needs and goals. Working with commission-based freelancers might be the intelligent choice for start-ups or companies looking to reach higher profit margins quickly.
Writing an enticing job description is essential to attracting top sales reps for hire. According to Indeed, sales rep jobs are very competitive, with 18 job seekers per job listing on average. Yet, your job listing needs to stand out in the sea of other sales job listings. To optimize your job listing, make sure to include the essentials, which are:
While required in some states, including the salary range for a role in the job description is often optional. However, job seekers appreciate transparency and are more likely to reach out when this information is provided. On the flip side, if compensation does not meet job hunters’ needs, this information saves both parties wasted time and resources.
To craft an excellent job description, recruiters for sales jobs should know what they are looking for in this role. A helpful exercise for employers is brainstorming all the qualities that the ideal person for this role would have. Then, employers know what they are looking for when it comes to finding the most valuable asset to their business.
With the ideal candidate's persona in mind, employers and recruiters can craft a job description that speaks directly to that person. As a result, sales job recruiters are more likely to draw in exactly who they are looking for.
With an excellent job description shared online, the interviewing process is the final step in securing your new sales rep. An organized interviewing strategy is essential to choosing the right person for the job. The goal of interviewing is to weed out those who are less compatible and find your perfect match. While this sounds simple, interviewing sales representatives differs from other job interviews.
One of the main unique aspects of a salesperson interview is that the candidate is required to sell themselves to the interviewer more than other candidates. After all, if the salesperson cannot sell their qualifications, how could they successfully sell products/services?
Additionally, a strong sales professional should be able to relay knowledge of CRM software, their ability to drive sales, their history of sales results, and what ethical sales practices are.
A recruiter must also ask the right questions to discern the right fit. Some revealing questions to ask in a sales representative interview include:
A motivated salesperson should ask thoughtful questions to the interviewer as well. Additionally, the interviewer should clearly describe what they need for the role. For candidates who provide exceptional answers to your interview questions and seem like a great fit, make sure to follow up quickly.
While we've covered numerous methods for finding and recruiting sales representatives, which is the best? The truth is that locating top talent can be difficult, and hiring the wrong fit is much too common of a mistake for businesses. This is why working with a sales recruitment agency is often the best, simplest, fastest, and less risky method of hiring your dream sales rep and/or sales team.
With a sales recruitment company like The Sales Connection, companies can break through barriers to growth after being paired with the perfect sales representatives for their business needs. The Sales Connection makes spending countless hours on job boards and referrals a thing of the past.
We connect businesses with top representatives in record time to increase revenue two to five times in 100 days. Our representatives work on a per-sale basis, eliminating the high employment expenses associated with sales reps entirely. You can focus on running your business again with a quality, low-cost sales team driving your sales. Book your free sales recruitment strategy session today to learn how our revenue-generating talent pool can take your business to the next level.
Kayvon has over two decades of experience working with high-level closers and perfecting his sales methodologies. He has earned the title of Canada’s #1 pharmaceutical sales representative and continues to share his expertise as a keynote speaker and through his multi-million-dollar coaching program.