Hello, 

We are in the process of sourcing sales team for one of our clients.

It would be of great help if u can give some inputs on the selection process for the sales professionals.

Kindly enlighten me on the key areas(skills) to be anchored.

The process would be

1.Group Discussion
2. Extempore 
3.Personnel Interview

Also, kindly suggest few good topics for the GD process.

Regards,

Sumit

Dear sumit & members,

I confess I am not much of an HR person. But I am an hr+sales professional. For any sales professional, I think the following attributes or qualities are essential:

1- Good Listening Skills
2- Willingness to do hardwork - specially homework to acquire a thorough knowledge of the product/s as well as customers.

Regards,

raghu

The selection process -

I recommend a case study prior to interview. The case you choose needs to be based on the role the person is expected to play and probably grow into. This is an approach by many in the FMCG sector. Design of the case study depends on where you are recruiting from and the number of people coming in for interview. Suits recruitment from MBA Schools. However it gives you an idea of where the person is today in the role you want to recruit him for.

The interview should tell - where the person will be, communication and listening skills as rightly mentioned by Mr. Raghu.

A good sales person is one who can wear the customers shoes, can feel and think the way a customer thinks.

Someone who can feel what the customer means when they say something.