Business to Business Field Sales
If you are looking to recruit great sales professionals for your business to business field sales team or are looking for your next field sales job – we can help.
A number of our key automotive and non-automotive clients are open to considering candidates with great sales track records in other sectors. We have provided recruitment services for some of the leading companies in:
- Waste management
- Print management
- Portable buildings
- Industrial packaging
- Equipment rental
- Travel risk management
- Corporate relocation
- …plus many others
Great field sales people – whatever they may be selling, share a large number of common characteristics. These are based on a small number of fundamentals, and depending on what is being sold, and at what level they separate out into specific traits and capabilities – extended skills.
Among these ‘base elements’ you will often find: communication skills, self-motivation, proactivity, persistence and resilience. Naturally product knowledge needs to feature, but many employers of sales teams have the capability to provide that part of it all and recruit their new talent on some of the ‘base elements’ listed above.
There are some products and services that are most effectively sold through the physical cold call, and sales levels can be maintained through a sales person’s enthusiasm-laden personality combined with detailed and thorough journey planning.
Other sales approaches require a telephone call in order to gain the first of what usually turns out to be a number of decision-maker appointments, and many these days are via structured bids and are often lengthy processes drenched in terms such as PQQ, RFI, RFP, RFQ etc. Hence the differences in the ‘extended’ skill sets.
As products and services become more complex, the natural qualities of the successful sales person start to separate out with some requiring deep technical knowledge and understanding, others requiring great empathy and listening skills and the ability to articulate solutions and concepts.
Whatever the sector or product or service being sold, the more consistently successful field sales people know how to ask relevant and probing questions (without interrogating their prospect…!), they listen and respond accordingly by aligning the benefits of their proposition with the prospects actual needs – not just reciting a list of product features at them.
At Callidus Consulting we understand what the ‘base elements’ are, and furthermore we understand the differences between technical and concept based selling. And, most importantly, know how to capture them in our own selection process. As a result of this we now have many years’ experience and a track record of placing business to business field sales and field sales management professionals in a number of different sectors.