1. Recruitment of Sales Team
As the sales manager of UBER, I have the primary responsibility of recruiting suitable candidates for sales management profile in the organization.
- Method of Recruitment
The main methods of recruitment that shall be utilized for hiring new team members include the advertisement in newspapers, advertisements in job websites, contacting recruitment consultants, employee referrals and social media websites such as LinkedIn. The walk-ins shall be conducted through advertisements in the leading newspapers and job websites such as Monster.com providing the details about the job experience, skills, qualifications and hiring criteria. Social media websites such as LinkedIn shall also be used to source candidates.
- Job qualifications that I seek
The job qualifications that I seek in candidates include minimum graduation, command over written and spoken English and native languages to interact with the customers, amount of experience in sales in similar profiles, ability to pitch sales, communication skills, and the demonstrated ability to achieve sales targets.
- Internal or External Vehicles I will use
The internal methods of recruitment shall include the referral programs that will allow the existing employees to suggest candidates for recruitment. The external vehicles shall be recruitment consultants, newspaper agencies and recruitment websites for sourcing candidates.
- Who will interview?
The candidates shall be interviewed by the sales team and the human resources team so as to get an overall picture of the strengths and weaknesses of the candidate in terms of job qualifications and personality traits.
- Who will make the final decision to hire?
The final decision to hire shall be taken by the top management based on the reports and recommendations of the sales team and the human resources department.
2. In a face to face first interview of candidates for your sales positions, what strengths or weaknesses do you explore and how do you determine the candidate’s merit?
In face to face interview of candidates for sales positions, the strengths to be explored include good communication skills, level of confidence, candidate presentation, ability to convince others and general attitude. The weaknesses explored shall be the tendency to get agitated in disagreements and the level of patience of the candidates. The candidate’s merits shall be decided on the basis of several factors such as education, work experience, demonstrated ability to convince others, communication skills and other strengths.
3. Develop a training program for a new hire with no experience in your business. What role will you play in this program?
The training program for a new hire shall include an orientation program to introduce the candidate to the company and job functions, a 4 week detailed training program related to the job function and a final on the job training program for a period of 8 weeks.
As a sales manager, I shall be involved in the conduction and supervision of the training program along with the human resources department.
4. How is the process of setting objectives for sales training beneficial to you as a sales manager? What objective do you feel is the most important to your program? Why?
The process of setting objectives for sales training is beneficial as a sales manager as it helps in keeping the training focused and also helps the candidate in understanding the expectations of the company and also the parameters on which the performance of the candidate shall be evaluated.
In the current training program, the candidate shall be judged on a number of parameters such as interaction with customers and colleagues, sales reports and ability to meet sales targets.
The most important objective of the training program is to acquaint the new hire with all the job functions so that the person can conduct the job functions effectively and deliver. The delivery shall be the ability to close sales in future.
