Search for sales representatives
The search for sales representatives is a recruiting activity of utmost importance for companies, no matter what the field of operation, consequently it is essential to handle it as thoroughly and professionally as possible. If one wonders why, the best answer can only be to find out who the representative is, how he or she goes about performing his or her profession, and what his or her goals are.
The representative: usefulness and goals of this figure
As can be guessed from the name, the sales representative is a professional who represents the company he works for no matter where he meets potential customers, and his primary goal is to sell.
The usefulness of this figure, in fact, can also be complementary, for example, with regard to the management of relations with already acquired clients, as well as in the optimization of corporate image and identity, but his main purpose is precisely to sell what is proposed by the company of which he is a representative.
It is interesting to point out that sales representatives can be distinguished into one-firm agents, when they work exclusively for one company, and multi-firm agents, when they are active for more than one company. All companies have a need to sell, consequently, using the support of representatives can be useful for companies operating in a wide variety of sectors. The figure of the sales representative is common among companies that offer services and that sell products.
What kind of worker is the sales representative?
The sales representative is not an employee; rather, he or she is a freelancer, a self-employed person who, as such, can manage his or her business with great flexibility and without special constraints.
Based on the above, one might mistakenly believe that the search for sales representatives is not so complicated and can be accomplished without special care, since the company is not required to hire and the salaries of these workers are normally strongly linked to the actual results obtained.
As mentioned earlier, these workers have the delicate task of representing the company in meetings with clients, consequently they have a great deal of responsibility that goes far beyond achieving the business objective.
The many aspects to consider in the search for sales representatives
The sales representative is not an employee; rather, he or she is a freelancer, a self-employed person who, as such, can manage his or her business with great flexibility and without special constraints.
Based on the above, one might mistakenly believe that the search for sales representatives is not so complicated and can be accomplished without special care, since the company is not required to hire and the salaries of these workers are normally strongly linked to the actual results obtained.
As mentioned earlier, these workers have the delicate task of representing the company in meetings with clients, consequently they have a great deal of responsibility that goes far beyond achieving the business objective.
The many aspects to consider in the search for sales representatives
For the commercially ambitious and forward-looking company, the search for sales representatives is an activity that is not only very important but also very difficult to carry out.
Certainly it is important that a professional already has some sales experience, however, it should be noted that there are huge differences in this work in relation to the type of products and services being sold.
Wanting to give a practical example, a sales representative who for years has dealt with the sale of insurance policies with flattering results may not be the ideal candidate for a company that offers Web Marketing services, for which it may be preferable to opt for a candidate with less sales experience, but who is very familiar with the digital world having already worked in this area, albeit in a different role.
Experience and specialization are thus two very important building blocks in the selection of aspiring sales representatives, however, as seen, one does not necessarily imply the other, without neglecting many other factors that must be properly evaluated.
Motivation, for example, is a fundamental aspect, to be understood not only as a desire to work and to get involved, but also as a particular interest that the candidate may have in a particular field: choosing representatives who believe strongly in what the company is proposing, perhaps because they consider it socially useful or simply innovative, is something that can guarantee great added value.
Added to all this are the various “skills” that should distinguish a good representative, namely good communication, the ability to be persuasive, the propensity for interpersonal relationships, and so on, all very relevant aspects that deserve to be evaluated with due attention.
The importance of entrusting the selection to a specialized agency
It is really obvious, then, that the search for sales representatives is a very complex activity in which nothing can be left to chance, consequently it can only be a good idea to entrust these selection processes to specialized companies.
Agencies specializing in the search and selection of sales representatives can be providential not only because they have the experience and know-how to very effectively identify the most suitable profiles for the client company, but also because they know how to make the most of all the channels through which to reach excellent potential candidates, even the less conventional ones, without neglecting the availability of databases of specialized professionals from which they can draw almost immediately.
The role of sales representatives
The importance of sales representatives and related search and selection processes is therefore primary. When talking about representatives, one should not think exclusively of the classic meeting that these professionals arrange with the potential client: in fact, in an era as highly technological as the current one, these figures can also do their job best by managing their contacts digitally, or at any rate through unconventional channels.
As mentioned earlier, a good representative is largely accustomed to managing his or her work autonomously, well aware that the primary objective of the company is to obtain the business result.
