Mettl’s assessments have been the biggest filter in our recruitment process. Their platform has helped us reach out to a higher volume our applicant numbers. Mettl constantly keeps innovating on their products and tries to introduce a new aspect to everything.
Ask yourself “Are we developing sales personnel for success?”, “Are we targeting the competencies of a 21st-century business landscape?”
If your answer is in the affirmative, take a seat back and treat yourself with some luxury and if not, then I marvel at your survival instincts which might soon die.
Sales weren’t always this complex. Though the very essence of sales stays intact, the context of selling has changed with the advent of technology, globalization and digitalization. As businesses grow and aim at a better future with more digits in their deals, leaders need to align their organizational vision with the selling skills required to survive the business dynamics.
Sales training and sales effectiveness have been one of the pillars of organizational strategies to increase revenues since time immemorial. However, it’s not only a matter of skills that salespeople need to develop but also of customer interaction strategies which they need to master.
The sales profession is undergoing some radical changes. So much so, that some people predict that 15 million sales jobs will disappear in the coming future. Hence, to survive this era of fundamental transformation business leaders and talent acquisition managers need to build a better sales team.
“Salespeople aren’t just the ones who build your bottom-line, they are your front-line troops; the most important point of contact with your customers. With these caveats in mind, it is crucial to invest in building your winning sales team.”
Automation has made its entry and is slowing evading the world of sales. Earlier sales used to be dependent on the seller, whatever he/she sells, how he/she sells made or marred the deal. But now the tables have turned and let us see how.
Understanding the consumer behaviour, building a personalised relationship with clients and enriching their experience is critical in today’s crowded tech vendor landscape.
You will often hear this “Sales is sales”. If you have the zeal, a set of skills and a tad of experience, you are set to make a mark in the retail or corporate markets without any stress. And not to forget how much you believe in the following table and that’s where the sales world stops for you.
A study by Mettl and SHRM India identified that 57% of the 1600+ sales professionals feel that hiring the right talent is one of the top 3 drivers to improve sales performance across industries.
But before we get started with the hiring of our desired salesperson, it is mandatory to understand what product or service is your sales force selling, to whom they are selling. Question yourself- are they selling it over the counter or telephone, is sales happening in bulk or small quantities and once you start questioning the reason for sales and thinking deeper, you are set to demystify the complex sales hiring.
The foundation of sales lies in the answers to 3 basic questions-
To whom the salespeople sell make a world of difference. The nature of the product, the market dynamics are factors influencing the overall interaction between the buyer and seller. Now the consumers can be divided into 3 types, I am sure you might have an idea of the categories, but let us recapitulate-
The type of audience we are catering to is something that each salesperson wants to be aware of and keeps in mind, but that’s where the research ends. Who to sell is one of the questions a salesforce ought to ask but not the only one. So, make sure that your salesforce answers the following two and stands out with the best deals.
This refers to the offering your business aims to sell. It could be a good, service, solution or combination of all. It is very crucial for the salesforce to have an understanding of the characteristics of the offering, whether they are easily understood or whether it will involve low or high sale among customers. The offerings can be divided into 3 parts-
Note that some products have the ability to move from being complex to moderate to simple, as they become more common.
It involves the time taken to sell the product, the number of teams and the steps involved to get the customer to buy the offering. Few factors such as typical transaction value, the brand value, whether it is repeat/one time, need to be taken into consideration. The selling process has 3 types-
Once the sales management has a clarity about What, How & Who according to their business requirements, it is easier to enlist the competencies they are looking for to build their perfect salesforce.
Since 1970s competencies have been used by business leaders to recruit and manage employees and have become an integral factor in the recruitment framework. This vehicle, when put in place, drives the team into an efficient one. Every sales job requires a set of competencies based on the 3-factor model. I think you will understand it better with certain examples.
Therefore, it is with the interplay of these three factors that you can have your own list of desirable competencies and once you have it all figured out- HIRE.
The fourth revolution has set its mark and rapidly changing the job landscape. The traditional paper-resume-screen-interview-selection method has now been replaced by modern recruitment tools. The use of assessments in each stage of hiring has increased the efficiency of the process. As the world is becoming more global, digital and shifting to online platforms, assessments have reached a new level of growing interest. Use these assessments to find your potential candidates and building your dream sales team.
Selling works when organizations understand selling. As we organizations focus more on the humans in sales, intuition and best guesses won’t be enough to grow your sales team. Use the tools and make smart decisions for a better future.
Originally published March 14 2018, Updated June 16 2020