COVID-19 has changed our industry in so many ways (see our blog post on how it’s affecting your recruiting efforts), but no position has been (or will be) affected more than the role of the outside sales rep. As a recruitment firm that works with clients across multiple verticals such as electrical, plumbing, HVAC, industrial supply, and automation, GRN Coastal talks daily with customers and candidates alike, and we have been witnessing a huge transformation in the role of outside sales over the last six months. This transformation is one that many managers saw coming but the pandemic has accelerated it rapidly.
Here is what we see:
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Companies want tech-savvy:
It might be tough to hear, but companies are looking for sales reps that are very up to date with technology. They want someone that can deal with zoom meetings, CRM reporting, and showcasing products online as an everyday part of the job. This is driving down the need for many years of experience as the sales delivery methodology is taking a different type of pitch, going from person to person to mainly online. This type of candidate also is less expensive because they have less experience, but they are also more coachable.
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Technical products skills are a premium:
Clients want sales reps that will learn new products quickly and find creative ways to get them in front of customers. They want sales reps that not only do the selling but can also be more productive by writing their own quotes, solving their own technical problems, and be in a position to present a technical solution to customers on their own with less inside support.
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Great communication skills are needed:
The new rep needs to be great at communication, whether it be email, voicemail, person-to-person, blogging, or online meetings. Employers are looking for creative people that can get their message to customers rapidly in many different formats, set up their own online sales calls, and deliver the message electronically.
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Being agile, flexible, and adaptable are key:
Our clients are looking for sales reps that have the flexibility and skill set to adapt to every changing marketplace. Traditional sales reps should resist being set in their ways. They need to find ways to adapt to change and increase their technology proficiency. Luckily there are many great online resources for learning these skills and most local community colleges offer classes on business technology and strategies.
Example job description:
If we were going to draw up the job description for the new MRO (Maintenance, Repair and Operations) supplies salesperson it could look like this:
We are searching for an outside sales rep with 3-5 years’ experience in the field selling our products to a group of assigned and new customers. The outside sales rep will need to utilize the latest technology at their disposal and be creative in developing means to get our products of choice in front of their customers, whether it be in person or electronically via multiple methods.
- We need a technology driven rep that is willing to learn new products and apply their technology skills to delivering solutions to their customers. Show us examples of how you reach your customers online!
- We need someone that is creative and can think independently to develop a strategy that enhances our companies touches with customers beyond face to face communication.
- We need someone aggressive and adaptable that is willing to address real world issues with creative sales solutions independently and as a part of a team.
- The ideal candidate will have solid product knowledge and be able to do their own quotes if needed to accelerate a response to their customers.
- This use of online technology and marketing techniques is highly preferred.
- The need to input customer data into our CRM package daily is assumed.
- Great computer skills assumed.
The role of the outside sales rep during COVID-19 has changed and we’ve seen it first-hand. The traditional sales role, like many other traditional roles, has started to blend into other roles. The inability to travel freely to see customers has caused the role of the outside sales rep to change the most. We see clients almost merging the outside role with a skillset of the inside rep and vice-versa. In time, we will see how far this transformation will progress, but we are seeing the job spec and requirements starting to change now.
Contact us:
John Salvadore
info@grncoastal.com
508-589-6022
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