Finding the right person

Finding the right person

“Asking existing team members if they know of any potential recruits can be a good place to start,” advises Thorp. “But you can also use a combination of newspapers, trade magazines, specialist recruitment agencies and websites, including your own.”

Approaching possible recruits who work for customers or suppliers is not advisable, since this may well damage your business relationships. Poaching from competitors can also appear a good move, but may well hurt your reputation.

If you use a recruitment agency or place a job advert, be clear about the key skills, qualities and experience you are looking for. Good applicants will take the opportunity to demonstrate their ability by addressing your requirements directly.

“If salespeople are half decent they should be able to present themselves well,” notes Thorp. “If you interview someone and your first impression is that you don’t like them, the chances are your customers won’t either.

“You have to find other ways of sorting the good from the bad, too,” says Thorp. “Look for a track record and follow an interview format that tests for a thorough understanding of the sales process.

“Remember, good sales staff will not only grow the business by increasing sales, but will do it in a much more cost-effective way,” he concludes.