A sales consultant provides a bridge between where a company is and where it hopes to go. Without the right skills, sales professionals cost their company money, which in turn can cost the professional his or her job. To prevent this disaster from happening, savvy companies hire consultants to study their sales process and propose improvements, and noticing those improvements only starts with hiring the right sales consultant. Below are six tips for hiring an expert who has the right consulting skills for your company’s needs.
Know Your Company’s Area of Need
If you are unable to pinpoint why your company needs help – what a consultant is for – attempt to identify the problem area. For example, there is a difference between needing help with compensation design and needing assistance with social media. Once you know your company’s area of need, you can target an expert who has the right experience and skills to help resolve it.
Identify Consultants Who Have Experience Addressing the Need
Most consultants are proficient at addressing a variety of business needs. Scrupulous consultants refuse engagements that fall outside their area of expertise. However, unprofessional consultants exist that you need to avoid. Before meeting with a candidate, investigate his or her experience by conducting a thorough references review, and performing a criminal background check is also a good idea.
Ask for More References than a Candidate Initially Provides
Would you list references that have a poor opinion of your skills on an employment application? Neither would a consultant. Therefore, it is important to ask for more references than a candidate initially provides. This may seem like overkill, but remember that you need a consultant to help improve your company’s sales performance, and the wrong advice could hinder performance.
Conduct a Technical Interview
Information technology (IT) is inseparable from the modern sales process, making it critical to evaluate a candidate’s consulting skills from an IT standpoint. If a candidate cannot propose ways to translate his or her advice into your current IT platform, or suggest a new platform that would better suit your revenue goals, find a candidate who will.
Look for Interpersonal Skills
Though your search should focus on the professional qualities of candidates, their interpersonal skills should not be overlooked, especially if you are searching for meeting facilitators. Contrary to popular perception, consultants are not oracles whose spot on advice does not stimulate questions. It is important to choose a consultant who has the magnanimity and patience to deal with confused-and sometimes flustered-team members.
Do not let Price be the Deciding Factor
If there is one area where cost cutting should be approached with caution, it is consulting fees. The point of hiring an expert is to help your company improve its financial performance, making it insensible to hire lesser talent for the sake of saving money. While effective business experts need not cost as much as a mahogany boardroom, keep in mind that top consultants often charge higher than average consulting fees based on their credentials and demand.