Your company’s fate is in the hands of your sales people. Whether you are hiring for inside or outside sales, you are going to give careful consideration to the candidates in front of you. But back up a bit. Have you thought about the role that they will play specific to your business? This is essential; think it through.
The Nature of the Sales Role – Outside vs. Inside
If you’re hiring outside sales, also called “field sales”, you’re expecting reps to meet with prospects face-to-face, have a detail-oriented appearance, and probably do a lot of traveling. Their managers may see them only quarterly. The sales they’ll negotiate will tend toward greater complexity, and probably be a longer process to establish. Their communication, by phone or email, is often oriented toward setting up appointments.
An inside sales rep works in an office where they will show up most every workday, and may also be “on call” to cover additional hours. They spend a lot of time obtaining new business through cold calls, so they must be great at giving information without visuals or props. The ability to clearly articulate a product or service, while also reading the person across the phone line, is a gift common among successful inside sales people.
Reviewing these two styles of business sales, it’s obvious that each attracts its own personality type. You want to be sure of which you are seeking when you put out the call. But the question remains: which call to make? The answer is as unique to your own business as a sales rep is to the process of sales.
Tips For Determining Which Model Matches Your Business
Tips For Selecting The Best Reps
It’s all about you. The bottom line is getting the folks who are going to score wins for your business. You may already know how to hire salespeople: when reviewing candidates, keep your eyes open and trust your instincts, but let your instincts rely on these points.
Clearly, you want the sales person you hire to be within the image of the rep you have in mind. If you hire a Clark Kent, don’t expect him to snap into Superman. But with the right basics starting out, and great guidance and tools from you, he just might become a superhero for your company.
Chief Revenue Officer! B2B Success Model, Carl Moe, Eighth Edition, © 2016