A question frequently asked, and one which we feel qualified to answer.

In fact our consultants find great sales people – our years of expertise have been honed to accurately enable us to pin-point those with the rare talents and abilities required to match exactly a particular role. In essence, we employ ‘intelligent recruiting’ – and clients working with FRC will be able to utilise our extensive network of candidates, all from within the online information community.

We understand that there are core requirements for any information based sales role, and FRC’s Managing Director, Lee Russon sums this up succinctly:  “In simplistic terms, a good salesman must have the ability to listen, if he cannot listen, he cannot learn. I look next for integrity and competency – but competency that demonstrates the candidate’s ability to fulfil an individual role. The economy has experienced tough times, and no one can blame a candidate for telling a recruitment consultant what he expects to hear – and this is where the importance of asking the right questions comes into play.

It is easy for a salesperson to glibly explain how he exceeded target, but I know FRC’s clients want us to know more. In my opinion, many agencies are simply ‘processed order takers’, and this is, to me, unacceptable.  They ask a themed set of questions, take note accordingly and believe their job to be done!

At FRC we dig deeper. It is paramount that we understand why a candidate has made the decisions they have, based around the sales process: how was the opportunity uncovered? what led to the situation arising? why did they propose a particular solution? This is a small example of the questions we would ask in order to establish how the candidate dealt with the entire sales process, from identification to completion.

That is why we insist on How and Why to the many answers which our candidates provide as it is crucial that we understand both their thought and decision making processes. We must also understand their strategy and planning to reach their goals, and why they have made the decisions they have. It is only when we have these answers can we be confident of their ability to perform successfully.

From this knowledge base, we are looking for intelligent responses which demonstrate the candidate’s ability to be the person we need to meet a specific criteria. By using our proven  expertise, we find not only good sales people, but excellent sales professionals.  Our success is borne from our commitment, tenacity and desire to get-it-right first time. I am seeking a spark and a style which shows me there is a level of understanding above and beyond what many recruitment agencies may expect.”