Hiring sales force

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					“HIRING FOR SALES”
Importance of hiring process
   Sales force is the one group that directly generates the
    revenues for the organization
   How well the marketing plans are implemented depends to a
    great extent on the choice of sales people
   Selection process and the type of sales people hired should be
    consistent with the company’s strategic marketing planning

   Importance of a good selection program:
     Addresses the problem of getting the right people
     Improves the sales force performance
     Eases other managerial tasks such as training and motivation
Sales personnel hiring process

                     Step 1:
                Manpower Planning



                      Step 2:
                   Job Analysis,



                     Step 3:
                   Recruitment



                     Step 4:
                    Selection



                     Step 5:
                    Job Offer
 Outline: Parameters Covered
1. Designation of the salesperson whose hiring process is being explained ?

2.What are the sources of applications for sales jobs (Consultants ,Ads, Referrals etc )?

3. When is the need to hire (Company Expansion, attrition ) ?

4. What is the selection process ?

               a. Eligibility Criteria/Experience requirements

               c. Rounds of interviews and people involved

               d. Final Decision maker

5. Skills and personality traits required of the sales person?

6. Considerations while hiring competitor's sales people ?

7. Any Ethical tests of employees before hiring ? Are ethics/integrity given importance ?

8. Any interesting aspects about the company’s hiring process.
        INDUSTRY
          FMCG
- Persuasion Strategy
- Outside Order taker
- Direct Sales
    ITC
   Front end Sales persons:
       Area Executive
   Job Description: Key Responsibilities
       To formulate the Trade Marketing & Distribution plans for the
        market
       Ensure its effective implementation
       Distributor & Channel management
       Feasibility Analysis, design and launch of FMCG Categories in
        specific regions
       Planning & implementing trade marketing activities in their region
   Sources of applications:
       Consultants, Employee Referrals and Campus hiring
ITC
   Rounds of Interviews:
       Area Executive
         Written Test + 2 Rounds
         1st round-HR and Branch Manager
         2nd round-HR and District Manager
         Final decision maker- District Manager
       Area Manager
         3 Rounds of interviews
         1st round-District manager and RSM
         2nd Round- RSM
         3rd Round- NSM and VP(Sales)

   Skills and Traits required:
       Area Executive
         Knowledge of Distribution
         Rapport building
         Confidence
    ITC
   Area Manager
       Leadership Skills
       People Skills
       Interpersonal Skills
       Basic Computer Skills
       Analytical Skills


   Competitor Hiring:
       Tougher selection process, Situational analysis and multiple levels
        of interviews and GDs, Less focus on referrals, more on
        distribution knowledge and experience
ITC
   Ethical Considerations:
       HR round only, Ethics/integrity in Interviews NOT emphasized
   Interesting Facts:
       Financial Services, Manufacturing, IT people NOT recruited
       Promotion from Area Manager  Asst. Manager very
        difficult in organization, however very easy through campus
        hiring
           INDUSTRY
FINANCIAL SERVICES
  - Persuasion Strategy
  - Creative, Intangible product selling
  - Direct Sales
Future Money
   Products:
       Loans
   Front End Sales Person:
       Relationship Officer
   Job Description: Key Responsibilities
       Relationship building with prospective customers
       Retaining existing customers
       Handling Branch Sales Team
       Deciding on Channels for Loan sales & Collection

   Sources of Application:
       Consultants, Employee Referrals, Campus Hiring
   Manpower Planning:
       Increase in business targets, product specific needs
Future Money
   Job Specifications:
       MBA with preferably 1 year relevant work experience. Candidate
        should not have bad market reputation. For this they conduct
        reference checks.
       Candidate should have basic product knowledge.
       Market networking/contacts should be strong.
       Candidates with 2-3 years of experience, speaking negative about
        their previous company are not preferred.


   Selection Rounds:
       1st round: Interview by Deputy Manager
       2nd round: Interview by Business Head and HR manager
Future Money
   Skills & Personality Traits:
       Presentation skills
       Communication skills
       MS office skills
       Channel management skills
       People skills
       Product knowledge
       Patience
       Confidence
   Interesting Facts:
       They give positive references to employees applying to other
        companies even if their performance is bad.
Tata Capital
   Products
       Loans
   Front End Sales Person
       Customer Relationship Executive
   Job Description: Key Responsibilities
       Building new customer relations
       Strengthening Customer Relations
       Co-ordinate, monitor and ensure required procedures are in place
        for delivery of Cash Management services as per agreed terms with
        the customer.
       Maintain proactive relationship with product partners, credit
        approvers, marketing units, service delivery units, cash management
        team, India & channel management / solution delivery team.

Tata Capital
   Sources of Applications
       Employee referrals, Consultants, Campus Hiring, Newspapers, Job
        sites
   Manpower Planning
       Business expansion
   Job Specifications for CRE
       Graduate
   Job Specifications for Assistant Manager
       MBA
       1-2 years relevant experience
       Past performance checks through references
   Selection Rounds for CRE
       1st round: Screening through aptitude tests
       2nd round: Interview by HR & assistant manger
Tata Capital
   Selection Rounds for assistant manger
       Interview by HR & regional business head.
   Skills & Personality Traits:
       Presentation skills
       Computer skills
       Relationship management skills
       Product knowledge
       Time pertinence
   Ethical Considerations:
       Very high focus on Ethics/integrity in Interviews
   Interesting facts:
       Own conveyance is the first pre requisite for the job.
         INDUSTRY
MANUFACTURING
- Persuasion Strategy
- Creative, tangible product selling
- Technical Sales/Commercial Sales
    Escorts
   Products:
       Shock Absorbers, Struts, e-parts
   Front end Sales persons:
       Sales Executive, Assistant Manager and Mechanic Mobilisers
   Job Description: Key Responsibilities
       Building strong network of distributors and wholesalers
       Resolving warranty issues
       Negotiating Discount options
       Penetrating the sales territories before competitors

   Sources of applications:
       Newspaper, Consultants and Employee Referrals
   Manpower Planning:
       Market evolution, Need for Penetration
    Escorts
   Job Specifications:
       Sales Executive- Graduation/DAE
   Rounds of Interviews:
       1st Round- Chief Manager and HR
       2ndRound- National Sales Manager
   Skills and Traits Required
       Presentation Skills
       Interpersonal Skills
       Technical Skills
       Adaptability
       Convincing Skills
       Pleasant Personality
   Ethical Considerations:
       No focus on ethics/integrity in Interviews
Escorts
   Competitor Hiring:
       Existing Network and Market Contacts very important, Stress on
        reference checks, manpower handling(no. of ppl reporting to him)
        and daily calls(no. of retailers contacted daily)
       Interesting Facts:
       Missionary Sales Rep-----> Mechanic Mobilisers
       Very strong emphasis on dressing
       Hire only clean shaven people (no beard)
       No long hair, No high power specs
       Do not hire such people for front end sales, keep them in back
        office jobs
ACE Cranes
   Products:
       Hydraulic Mobile Pick-n-Move Cranes, supply of spare parts and services.
   Front End Sales Person:
       Sales Executive , Assistant Managers
   Job Description: Key Responsibilities
     Front End Sales Person
     Sales Executive , Assistant Managers
     Systematically track Competitors activity, develop strategy and achieve internal
       buy-in to implement the same.
     Maintain proactive relationship with product partners
     Contribute to revenue growth by achieving allocated business targets while
       ensuring high compliance standard as defined by Group & local policies
     Exceeding customer expectation through delivery of superior service, effectively
       and efficiently handling customer queries/issues
ACE Cranes

   Manpower Planning:
       High Attrition rate
   Sources of Application:
       Consultants, Job portals and Referrals.
   Job Specification
       Campus recruitment of Graduate management Trainee and
        Management Trainee and experience in similar Industry like
        Capital Equipment.
   Procedure:
       Aptitude test, Interview by HR Manager and then by Head of the
        Department.
ACE Cranes

Skills and Traits Required:
   Collaborative Skills
   Product Knowledge
   Presentation Skills
   Objection Handling Skills

Ethical Considerations:
   Unethical practices are common

Interesting Facts:
   Head Hunting from Competitors is a major source of hiring.
         INDUSTRY
 CONSULTING
- Client Profit Planning Strategy
- Creative, Intangible product selling
- Consultative Sales
KPMG
   Services:
       Providing Audit, Tax and Advisory services.
   Job Description: Key Responsibilities
       Consultative Sales person
       Business Development Manager
   Manpower Planning:
       Company Expansion in Domestic and International Markets.
   Sources of Applications:
       Mainly Referrals and rest by Online Applications.
   Job Specification:
       Minimum 6-7 years of Experience in the respective field.
   Procedure:
       Interview by Top Management.
KPMG
   Skills and Traits Required:
       Enterprising Skills
     Relationship Management Skills
     Decision Making Skills
     Networking Skills
   Ethical Considerations:
       Very high focus on Ethics/Integrity in Interviews
         INDUSTRY
    INSURANCE
- Persuasion Strategy
- Creative, Intangible product selling
- Direct Sales
Aviva Life Insurance
   Product:
      Insurance products
     Sales persons:
     Sales Manager, Assistant Sales Manager and FPA’s
   Job Description: Key responsibilities
     Direct Sales of Insurance products
     Creating new customer base in public/private domain
    Source of Applications:
     Consultants, Ads, Job portals and Employee Referrals.
    Manpower Planning:
     Company expansion, Attrition
Aviva Life Insurance
       Skills required:
           Financial planning Advisor (FPA)
             Communication Skills
             Persuasion Skills
             Presentation Skills
             Product Knowledge
             Objection Handling Skills
             Closing Skills
           Sales manager
             Communication Skills
             Persuasion Skills
             Presentation Skills
             Product Knowledge
Aviva Life Insurance
   Selection Process: 3 Rounds of Interviews
       Interview with HR manager
       Interview with Branch Manager
       Interview with Cluster Manager
   Job Specifications:
     Sales manager – Graduate, 25+ age, Local Resident, 2 years
      minimum sales experience
     FPA – 12th passed & 10th passed (experienced).

   Ethical Considerations:
       Though Ethics considered important in practice but no such tests
        in the interview rounds.
       Background check of employees is a must.
Future Generali Life Insurance
   Product:
     Insurance products
    Sales persons:
     Sales Manager and FPA’s
   Job Description: Key responsibilities
       Client Acquisition
       Direct Sales of Life Insurance products
 Source of Applications:
     Consultants, Ads, Job portals and Employee Referrals.
    Manpower Planning
     Company expansion, Attrition
Future Generali Life Insurance
  Skills required:
            Financial planning Advisor (FPA)
              Communication Skills
              Persuasion Skills
              Presentation Skills
              Product and MarketKnowledge
              Objection Handling Skills
              Closing Skills
            Sales manager
              Communication Skills
              Attitude
              Presentation Skills
              Product Knowledge
              Will to succeed
              Earning Urge
Future Generali Life Insurance
    Selection Process: 4 Rounds of Interviews
        Interview with Branch manager
        Interview with Area Manager
        Interview with Regional Manager- Final Decision maker
        Interview with HR Manager

    Job Specifications:
      Sales manager – Graduate, 25+ age, Local Resident, 2 years
       minimum sales experience
      FPA – 12th passed
    Ethical Considerations:
      Though Ethics considered important in practice but no such
        tests in the interview rounds.
HDFC Standard Life
   Product:
      Insurance products
     Sales persons:
     Sales Manager and FC’s
   Job Description: Key responsibilities
     Creating Brand Awareness
     Direct Sales of Insurance products
    Source of Applications:
     Consultants, Ads, Job portals, Campus hiring and
      Employee Referrals.
    Manpower Planning
     Company expansion, Attrition, Cost cutting
HDFC Standard Life
       Skills required:
           Financial Consultant(FC)
             Communication Skills
             Persuasion Skills
             Presentation Skills
             Product Knowledge
             Objection Handling Skills
             Collaborative Skills
             Closing Skills
           Sales manager
             Communication Skills
             Persuasion Skills
             Presentation Skills
             Product Knowledge
             Role plays
HDFC Standard Life
   Job Specifications:
     Sales manager – Graduate, 25+ age, Local Resident, 2 years minimum sales
      experience
     FPA – 12th passed


Selection Process: 3 Rounds of Interviews
      Interview with HR manager
     Interview with Branch Manager
     Interview with Territory Manager


   Ethical Considerations:
       Though Ethics considered important in practice but no such tests in the
        interview rounds.

   Competitor Hiring:
       Do not hire competitor’s sales force.
         INDUSTRY
 INFORMATION
 TECHNOLOGY
- Client Profit Planning Strategy
- Creative, Intangible product selling
- Consultative Sales
Skicorp Technology Solution
   Product:
     To   provide smart WEB based IT apps to the MSMEs in India.
       Sales person:
       Business Development Executive
   Job Description: Key Responsibilities
       Development of marketing and sales strategies.
       Explain and promote the web based software services to the
        target SME customers.
       Business Acquisition through Cold Calling and converting them
        into new clients.
       Help in negotiating and finalizing deals with clients.
       Maintaining relationship with corporate clients.
Skicorp Technology Solution
   Manpower Planning:
       Due to Company Expansion.
   Sources of Application:
       Job Portals – Naukri.com, Monster.com
       Referrals

   Job Specifications:
       Post Graduate in Management ( Campus Recruitment)
       2-3 Years Work Experience

   Selection Procedure:
       Sorting of Applications on the basis of IT Background
       Group Discussion
       Interview by Company Heads
Skicorp Technology Solution
   Skills Required:
       Practical creativity
       Objective Analytical skills
       Good computer skills (important)
       Good communication skills
       Fluent in English
       Smart and Dynamic
       Market orientation
   Personality Traits Required:
       An immense interest in developing relationship with the customers.
       A deep liking to know people and develop relationship with them.
       Self Starter and Go getter.
THANK YOU

				
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