With an expanding economy and rising optimism, many printing companies are adding new salespeople. There is no greater frustration for printing company owners and sales managers than to hire a new salesperson only to see them quickly fail.
Since most printing companies have limited time and resources to manage the hiring process, there is little room for mistakes. Some companies we know have given up on hiring direct salespeople. However, even with a robust web presence, eCommerce capabilities and a sophisticated digital marketing program there is no getting around the fact that complex printing solutions require direct salespeople.
Planning Must Come First
There are thousands of great salespeople in the printing industry. Hiring a strong new salesperson can be done. We find most hiring mistakes are caused by inadequate planning.
Both small and large companies should begin the hiring process by completing the following steps:
What exactly is the job that is being offered
A few years ago, we completed research and wrote a hiring guide for one of our clients. We found that without an accurate definition of the specific job requirements of the salesperson, it was almost impossible to land a great candidate.
This is a common error that companies make. There is no “one size fits all” salesperson. It is very important to begin to determine the type of salesperson required and what specific role the new sales person will take.
Create a job description with as much detail as possible.
As a starting point, here are some questions that will help create a tailored job description:
o Exactly what products and services will the salesperson be selling and who will they be calling on?
o Will the salesperson be responsible for new accounts, existing accounts, or generates leads through prospecting?
o Does the candidate need to have printing industry experience?
o How will the candidate be managed? What is expected on a day to day basis? Will the candidate work under close supervision or will the candidate be expected to work independently?
o How will the salesperson report their activities to management?
o Will the salesperson be involved with estimating, proposal development, pricing, project management, and customer service?
o How much new business and total revenue will be expected in the first three, six and twelve months?
Build the perfect salesperson prototype
Listing the important skills, knowledge, attributes and traits of an ideal salesperson may be time consuming but will save time and energy when the recruiting process begins. List these attributes on a spread sheet.
The list can be broken into four categories. The first category is general industry knowledge. Record the product, industry, customer and technical knowledge necessary to do the job. For instance, does the salesperson need printing foundational knowledge of file formats, applications, and substrates. Does the salesperson need to be knowledgeable of specific markets or customers?
The second category is what sales skills are needed. Has the candidate been successful managing large and complex accounts? What prospecting or presenting skills are required? Does the salesperson need to write complex proposals?
The third category is required personal attributes, which is often overlooked. In the end, this may be the most important. What critical personal attributes are needed? Some key ones to consider are honesty, work ethic, timeliness, creativity, confidence, follow up and detail oriented.
The fourth category identifies any other attributes that will be important. These could include willingness to travel, social media literacy, education level, valid driver license and web researching skills.
Rank the attributes needed to be a high performer
After the four job categories have been listed, rank each one as; essential, important or helpful. If the candidate does not have a specific essential skill, knowledge or personal attribute, is the company willing to provide the training or mentoring required?
Too often employers settle or discount essential or important job dimensions required and make a bad hire.
Determine how the required attributes will be measured
Perhaps the most difficult part of the process is to determine and gain agreement among those interviewing that the candidate does actually possess the required attributes. This is when in the recruiting and interview process, probing questions are asked by the interviewer(s) to determine if and how well candidates possess the required attributes. Candidates will need to skillfully and convincingly using examples from their work history or schooling of how they possess or have demonstrated the required skills and behaviors.
Taking the time to execute these specific steps will help minimize the pain and expense of a poor hiring decision. It will also save time required for recruiting since the employer will know what they are looking for. Also, the interview process will be more productive. Every company large or small moving to a path of higher sales goals can manage these steps successfully.
Joe Rickard is the founder of Intellective Solutions. Intellective Solutions is a printing industry consulting and training company. They work with digital printing organizations to improve their sales, marketing and operational effectiveness. Take a look at the STEM section of the website. Intellective Solutions is offering a wide range of resources for STEM and Vocational Institutions who provide Graphic Communication workers courses. Joe can be reached at 845 753 6156. This article was first published in the August issue of the Printing News.