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INTRODUCTION
With the robust growth of Indonesia’s maturing economy,
companies are experiencing stiff competition for skilled and experienced
talent. According to a survey conducted by Hays, over 3000 organizations
from 15 different industries in Southeast Asia are seeking for sales talent at
every experience level. This number of demands has proven how sales
talent is needed for in a company. After all, they are one of the key factors
for the company’s growth. Hence building an A-quality sales team is
crucially important for your company.
The success of your company’s product partly depends on how your
sales team sells it to your targeted market. Sales play a significant role in
filling the gap between the customer’s demands and the product offered
by a company that can satisfy their demands.
In this book, you will be able to learn and understand key factors that
are essential to hiring the right talent for your sales team. This includes an
explanation of the roles and emerging skills of a sales team, as well as how
and when to hire talents. Building the right team would require an effective
hiring process, understanding your employees and innovative techniques
that would benefit your business growth.
TABLE OF CONTENT
1 2
Chapter 1 Chapter 2
The Key Role of Sales Roles and Emerging
Team in The Company Skills for Sales Team
3 4
Chapter 3 Chapter 4
How To Hire The Right Conclusion
Talent
5
CHAPTER 1
The Key Role of a Sales Team in a
Company
The sales team is essential in contributing to the success of a company. In many
ways, they help the business grow by bridging the gap between products and services
sold to the needs of potential customers. There are three key points that highlight the
importance of a sales team.
Business Growth
In concentrated and competitive markets, every company is trying their best to attract
as many customers as they possibly can. This can be done through effective customer
interaction that would result in gaining their trust and loyalty. As aforementioned, the sales
team plays a pivotal role in this aspect as they are the ones who are in constant interaction
with potential customers.
With the advancement of technology, customers can easily leave a review on any
social media platform. This could be very helpful for the sales team as a positive review,
comment or recommendation would increase the chances of a customer’s successful sales
transaction. It can help establish more leads therefore allowing the business to grow further.
In order to do so, companies should perform sales follow-ups that can be in the form of
setting up after-sales calls or meetings. This is a great way to maintain and build a positive
relationship and gives the customer an opportunity to provide feedback on their experience of
the product or service. By doing so companies will have a long term customer retention for
business growth.
The sales team will be able to build effective relationships with customers in a way that
no automation or artificial intelligence can. The sales team is able to gather detailed customer
information that would help your marketers generate an effective marketing plan.
Average Salary:
IDR 10,120,000/month
Average Salary:
IDR 5,063,000/month
Sales Administration
The sales administration are the ones who have the most knowledge of the business
and the business domain. They are capable of solving problems that the sales force
representatives and account executives cannot. The sales administrators review and
evaluate any tasks done by the sales representatives and designate a sales target.
Average Salary:
IDR 3,750,000/month
Average Salary:
IDR 7,265,000/month
Average Salary:
IDR 17,808,000/month
The future of sales is changing every single day. The advancement of technology and
the rapidly changing needs of customers are reshaping the foundations of sales in this era of
time. Despite having technology and automation replace several roles in the sales process, it
will never reach the effectiveness of human interaction when it comes to connecting and
engaging with new customers.
Oral Communication
The ability to communicate is a basic,
yet crucial skill that every salesperson should
have. Many things can be outsourced and
automated, but conversations cannot.
Empathetic conversations create trust, secure
commitments and uncover challenges.
Human-to-human conversation creates a
connection and moves a relationship forward.
People Management
There are more and more people
involved in a buying decision than there was
ten years ago. When the sales cycle involves
connecting individuals from every position,
from your contact person to their boss, to a
financial representative, to an internal
champion, to an end-user it is essential to
navigate and influence the dynamics
between all these people. Skills like good
teamwork, collaboration, and mediation are
becoming more crucial t for tasks like this.
Social Media
Digital communication is the most
cost-efficient, fastest and convenient way to
connect to a broad audience with minimal
effort. Thus, it is important for Sales and
Marketing to be able to harness the power of
personal branding and create unique
content online to inform and stay connected
with prospects and customers.
Leadership
Not only do they have to know how to
navigate their customer’s businesses, but
they also need to act as a leader towards
their internal team. They must be able to
manage and guide their team through the
entire process of engaging with customers. A
good leader inspires, challenges and
encourages buyers while delivering clear and
consistent values that evoke trustworthiness
and desire to collaborate.
A
Attitude in the workplace Results they
R bring from their
The reason is simple, one existing jobs
person’s attitude can affect the whole As explained, work experience is
team or even organization--negatively
needed to prove competency and it
or positively. It affects the surroundings’
measures from the result. A candidate
morale and productivity. A negative
should be asked about the problems
attitude could create a bad
and challenges they faced on their
atmosphere of hostility, anxiety, and
previous job, how did they solve the
tension among employees. While a
problems and tackled the challenges,
positive attitude would result
and what was the outcome from their
otherwise--it helps team building,
solutions? It also helps determine
bonding, and increases productivity.
whether the candidate has a
problem-solving skill.
Once you adjust these traits with the job position, you will have an easier time
determining the right candidate.
Below are four key points of information to have on your website when it is well established.
What makes your Why a candidate What are the What is the
company unique should work in company’s vision ideology of the
and different from your company and mission company
other competitors
Writing an attractive job description increases the chances of attracting the right
candidate. Keep in mind that you are writing for the candidate, therefore, keep it concise and
simple as you do not want to scare the candidate with too many requirements. List out
specific duties and desired skills and do not make it hard for them to apply.
effective rate.
You would not want to be a friend with someone who has a polar opposite
personality with you. This applies the same to the company, and that is why you need to
highlight your company’s culture in the hiring process. According to research by Deloitte, 88%
of employees conducted that having a clear workplace culture is important. Because
ultimately, company culture is what gives the employee’s working enjoyment and
comfortability.
1. Know when and where 2. Identify the right talent with 3. Build a good employer
to hire clear qualifications branding
Furthermore, you will need to always improve your hiring strategy for a successful
hiring with a low retainment percentage. That is why a company should identify with their
mission and vision, have a mapped out plan for upcoming years and strategize their next
steps. A well thought the pre-planned hiring process is the key to finding the right talent for
your company. Hiring the right talent is never an easy task as it comes with many
complications, but with the right strategy, it is achievable and can lead to long-term
success for your company.