Recruitment and selection process held an important role for building a strong sales force performance. This process requires the company to invest through human capital as an important resource. The objective of this process is searching for qualified candidates to fulfil the right positions and hopes that they can make long-run returns for the company. Even though there is no right or wrong way how the company chooses the right candidates for certain positions, every single step in recruiting and selecting candidates should be taken carefully in order to get the right person in the right position.
There are few problems associated with inadequate implementation of recruitment and selection process such as :
1. Inadequate sales coverage and lack of customer follow-up
2. Increased training costs to overcome deficiencies
3. More supervisory problems
4. Higher turnover rates
5. Difficulty in establishing enduring relationships with customers
6. Suboptimal total sales force performance
The company that acknowledge these problems, tries to minimise it and set their own approach, therefore the process of recruiting and selecting people would differ from one to another company. It depends on type of industry, the size of the company, company’s activities, and the needs of the company such as the goals of the company which will be achieved in a certain period of time, short term or long term profits and the sustainable growth of the company.
In its process, clear defined of job qualifications and job descriptions will help the company to acquire the right person in the right position. This will make the recruiter’s job easier to find the most suitable person for the company because it limits and narrow down the number of applicant based on certain requirement of the company.
B. Sales Recruitment and Selection: The Process The goal of recruiting is to find and attract the best pool of qualified applicants to be