How should the value of a salesperson be
judged? It is easy enough to work out how much money a salesperson brings in,
how much of that is profit, etc. However, while monetary value is of course
extremely important, salespeople also carry out a number of other activities
that can add value to a business, but that do not have a tangible value. By
only considering “bottom line results”, companies may be underestimating how
much value their salespeople are adding.
This is particularly the case when salespeople
end up dealing with other aspects of account management that are not directly
related to sales. As the main contact with a client, they may end up being the
person who has to apologise when a delivery does not arrive or chase for
payment which is overdue. This takes time away from the salesperson’s main
focus and can also hinder their attempts to make future sales. However, if they
are a good salesperson who has worked to deliver a strong relationship with the
client, they will be able to resolve these client issues and ensure the client
continues to spend. Particularly since the rise of the internet and in
particular social media, where a client can share a bad experience with
thousands of people in seconds, the service delivered by the salesperson in
these circumstances has much greater value than just the figure on the invoice.
Hays Sales understands the value of
salespeople to a company and the importance of finding the right fit. If you
feel your current employer doesn’t value your contribution, or if you are
looking for your next brilliant salesperson, please visit the Hays Sales website and get in touch with us.
