From Selling to Managing

8

Recruiting,Selecting, andTraining NewSales Reps

For many field sales managers, recruitment occupies a considerable amount of time, keeping them from the other important tasks I have been discussing. (Not all field sales managers have this responsibility. Nevertheless, they often have to interview new sales reps before they are assigned and, because they are responsible for sales results in their districts, have the right to accept or reject the candidate.) Finding sources of eligible people, maintaining contact with them, and interviewing applicants is time-consuming. When this task becomes urgent because of an unstaffed territory, you may be pressed to drop everything else and devote yourself exclusively to the task of finding a sales rep ...