Sales representative

How do you find the right sales professional to help you boost sales, increase conversion rates, gain new leads, or meet targets? Here’s an overview of what you can do to find, hire, and work with a freelance sales representative.

Identify What Your Sales Consultant Will Be Doing

The first step in the process is to clearly define what products or services you’re selling to give your potential sales rep an idea of what they’ll be working with. Depending on the length of your sales cycle, you may need expertise in all or some of the following:

  • Lead generation. Are they coming on board to help find new customers and create interest around your brand? Lead gen experts often use digital tools like website optimization, social media marketing, paid search, SEO, mobile marketing, and email.
  • Consulting on your current sales process. Need a sales consultant to take a look at your existing sales operation and help streamline and optimize? Want to test another sales channel before implementing it, like live chat sales?
  • Outbound sales. These sales professionals reach out directly to fresh leads, including cold calling consumers and businesses that may have an interest in the your product.
  • Inbound sales and marketing. Do you have a new site or revenue stream that needs a boost? An inbound sales professional can optimize your site performance and convert website visitors into active leads using data-driven metrics. They also create sales funnels for new products to drive interest and sales.
  • Peak season volume overflow or new product launches. Need sales support to handle a seasonal influx or initial, post-launch increase in calls?
  • Upselling and cross-selling.

Research new trends and strategies in sales using resources like the Hiring Headquarters: There’s information available about how to craft effective sales pitches, or how to drive sales with a virtual team.

Refining your sales goals with a basic overview can help you identify high-level information such as who you’re targeting, opportunities (e.g., size of market), decision maker for each stage of the sales cycle, and any daily, weekly, or monthly goals. This may require some research to create the necessary documents your sales rep will need to get started and optimize their time.

Write an Effective Job Post

Next, you’ll use the information in your brief to create a detailed job post that will appeal to the type of freelance sales representative you’re looking for. Here’s an article to help you write an effective sales rep job post, too.

Shortlist Potential Freelance Sales Professionals

As proposals are submitted, you’ll need to vet the most promising sales pros to create a short list of people you want to interview. In general, you’re looking for them to have a solid understanding of what your customers want and need, and to have proven success navigating the intricacies of customer. This enables them to efficiently attract new customers using a variety of skills and techniques.

Here are some other points to look for:

  • Professionalism. Who’s tailored their submission to speak to your business and your project? Check out their Upwork profile: How do they present themselves in general?
  • Proven experience. Has the rep sold similar products or services for others in your industry? Have the received any sales awards, or met or exceeded sales goals?
  • Feedback. For most sales representatives, the proof is in the numbers, but what do previous clients have to say about working with them? Reviewing feedback can give you insight into their ability to communicate, create a conversation, and generate results.
  • Personality. Try a Skype interview or a Google Hangout to get a feel for the rep’s enthusiasm, personality, and communication style.

Prep for the Interview

The interview is an opportunity for you to learn more about a sales rep’s experience, motivations, and qualifications. Prepare your interview questions ahead of time so you can feel confident that you’ve covered all relevant points. We’ve created a list of sales representative interview questions you can reference.

Remember to tailor interview questions to your job post. For example, if you’re interviewing an outbound sales rep who’s cold calling a list, a good question might be “When making cold calls, what’s your trick for establishing a conversation quickly?” and so forth.

Using your observations and their responses, engage the sales rep who has the talent, experience, and mindset to bring your sales where you want them to be.