Retail sales is all about using a consultative strategy, which is why retail sales reps are often referred to as sales consultants. Many times, clients are unsure of what they want, how to describe it, and how to place value on what they are about to purchase. That makes it crucial to hire a retail sales representative with the ideal expertise and skill set. Follow these tips to help you recruit outstanding sales reps for your business.
Qualities and Characteristics of Ideal Retail Sales Representatives
It is crucial to determine the type of salesperson your business needs. Transactional salespeople motivate themselves by focusing on selling and are successful because they are always searching for the next sale. Retail sales reps interact with customers personally to translate the retail brand’s marketing and leave a lasting impression. An excellent retail sales rep welcomes customers genuinely to make them feel comfortable and pleased they called to place an order or came into the store. When you hire a retail sales representative, look for consultants who are driven to resolve intricate problems and go the extra distance to develop customer relationships. While the possible result might be less frequent sales, usually it will lead to larger ones.
Key Skills to Look for in Retail Sales Reps
Because many retail sales jobs are entry-level, most employers have few prerequisites when they plan to hire a retail sales representative. Successful sales reps typically demonstrate their expertise by their sales history, not by acquiring certifications. Key skills to look for when you hire a retail sales representative is a talent for superior customer communication, ability to translate concepts to the public, and enthusiasm for service. It isn’t obligatory to hire an individual with specific sales experience. You should, however, find someone with a distinct skill set that encompasses the capacity to establish relationships quickly, ability to explain details, and a talent for troubleshooting everyday problems on the spot. What keeps them motivated? Awareness of their talents and willingness to be coached and change.
Defining the Job Description
It’s a misconception that every sales position is equal. That’s why as the employer you need to define job duties before you hire a retail sales representative. It also determines the scope of the role for the applicant’s benefit and helps ensure that others in the organization are on the same page. Include the activities you expect of the sales rep, beginning with whether they will find the leads, make the sale, and provided follow-up. Consider issues such as whether a sales rep is expected to generate leads, or whether your organization has a marketing team that will bring in leads. That definition is crucial in discovering the skills to look for in candidates.
Determine Compensation Range
Money motivates a good salesperson, so always ensure that the compensation package when you hire a retail sales representative is based in large part on commissions. That way the sales role pays for itself. For new positions, you’ll need to calculate the number of sales a motivated rep can easily close weekly. Estimating weekly sales helps you assess sales realistically, and this number can then become the sales rep’s goal or quota. At this point, you should have a solid sense of the realistic target compensation. Throughout the recruitment process, express this number as the compensation quota. Think about including the high range for additional earning potential should the rep meet goals or exceed quota, and offer incentives and commissions so employees can determine which strategies are most profitable. For instance, many sales reps have only partially completed college. Tuition reimbursement programs enabling them to finish their degrees can help them realize their goals, enhance qualifications, and improve promotion potential.
Check Background and Attributes
When recruiting for a retails sales representative, always make sure to inquire about past results. In particular, ask about the types of transactions they’ve closed, the quotas they have met or exceeded, and how their track record compares to other sales reps with former employers. Also, assess character and personal attributes. You want to know if the candidate is a leader or follower. A successful sales rep is someone who should be a leader, is willing to generate leads, and grow with the business. You may have to take risks because excellent sales reps command higher salaries than an entry-level sales rep position usually pays. As you look for ways to hire a retail sales representative, use the resources here on Mighty Recruiter to help learn the best ways to do so.