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Técnicas de recrutamento e seleção de vendedores

O processo de contratação de vendedores ou de funcionários para a área comercial é uma das grandes dificuldades enfrentadas pelos empresários em sua rotina profissional. É difícil encontrar um vendedor que se encaixe exatamente no perfil desejado. Muitos vendedores não possuem aptidão, interesse e autodisciplina. E, pior, muitas vezes não estão dispostos a desenvolver competências; vão atrás de uma vaga de vendedor por não terem outra opção.

Sempre que um processo de recrutamento e seleção para a equipe comercial é iniciado, candidatos com os mais variados perfis aparecem. Tem os que falam demais, os candidatos que estão ali por falta de opção, e existem ainda os tímidos, que não falam muito e na maioria das vezes deixa no ar dúvida: “será que isso é timidez ou é falta de perfil?”. Para identificar esses perfis e saber quem é quem na seleção é imprescindível que a organização faça um ótimo processo.

Mas recrutar e selecionar talentos não é tarefa fácil. É necessário paciência, sabedoria e ir “a fundo” na hora de entrevistar os candidatos. Afinal, não existem maus funcionários, mas, sim, candidatos inadequados à determinada empresa com base em sua política de mercado. Não desperdiçar talentos, inovar e colocar a função de selecionar candidatos nas mãos de pessoas especializadas é fundamental. E isso vale para empresas de qualquer porte.

Abaixo reunimos algumas técnicas básicas que podem gerar um melhor resultado na hora de sua empresa contratar profissionais:

1. Defina o perfil do vendedor

Essa é a fase que abre um processo de seleção de funcionários. Na maioria dos casos é solicitado ao departamento de gestão de pessoas, através de uma ficha de solicitação de pessoal, novos colaboradores segundo um determinado perfil referente à vaga em aberto.

Nesse momento é preciso definir exatamente o tipo de pessoa que a empresa procura para não correr o risco de errar mais tarde. O gestor de recursos humanos então analisa a solicitação e inicia o processo de recrutamento.

2. Divulgue a vaga

Nesse momento é hora de fazer o anúncio da vaga chegar aos profissionais. O recrutamento nada mais é do que a forma de atrair candidatos para a vaga em aberto, é informar ao mercado de trabalho a existência daquela demanda de trabalho disponível. O anúncio pode ser feito em sites específicos para emprego, meios de comunicação, em agências de recrutamento e até mesmo em redes sociais de networking, como o LinkedIn. Hoje em dia até o Facebook tem servido como ótimo divulgador de vagas, sobretudo em grupos específicos para isso.

3. Faça a triagem dos currículos

Após receber os currículos, o ideal é fazer uma seleção e dividir os candidatos em duas categorias. A primeira deve reunir os candidatos que possuem o perfil ideal que está sendo buscado e na segunda ficam os candidatos com um perfil interessante, mas em que falta algo para ser o ideal. Para cada vaga separe de oito a dez candidatos por categoria.

Triagem significa separação, ou seja, em relação à seleção de pessoas, é o momento em que o recrutador busca em meio a tantos currículos aqueles que mais se aproximam do perfil desejado.

4. Entreviste os candidatos

Na fase de entrevista ocorre a primeira interação real entre o candidato e o entrevistador. Esse é o momento de observar as limitações e as qualidades do candidato, o poder de liderança, a evolução da carreira, indícios de comportamento, aptidão para a vaga, relacionamento interpessoal e até mesmo a pretensão salarial.

Em alguns casos podem ser realizadas mais de uma entrevista, tudo vai depender da complexidade do processo, do cargo em jogo, e até mesmo das fases definidas para o método da seleção.

5. Aplique teste e simulações

Depois que você já tem uma ideia geral e conhece os candidatos à vaga, os testes de conhecimento geral ou específico são bem vindos. Por eles se tem uma melhor apreciação dos conhecimentos legítimos e habilidades do entrevistado. Os testes mais comuns são os que envolvem conhecimentos gerais, pacote office, específicos, apresentações e demonstrações. Porém, um teste de vendas também pode ser aplicado naqueles se saíram melhor na primeira etapa.

Grande parte dos vendedores geralmente sabe se vender muito bem, falam bem e acabam encantando os empresários antes mesmo de mostrar resultados, por isso é importante fazer um teste para avaliar o candidato em seu “habitat natural”: o processo de venda. Após esse teste será possível saber se o candidato realmente se adaptou à empresa e ao produto que está oferecendo.

6. Tomada de decisão e feedback aos candidatos

Depois das entrevistas e testes, chega o momento de definir quem será o candidato escolhido, processo em que cada empresa poderá usar seu método próprio. É um momento de levar em conta vários aspectos observados com a máxima atenção, já que está em jogo tanto a produtividade da empresa, como a carreira de um futuro colaborador.

Lembre-se que assim que houver a definição, todos os candidatos que participaram do processo seletivo devem receber um retorno. Além de demonstrar respeito com os candidatos, a empresa através do feedback poderá ajudar o candidato não aprovado a repensar sua participação em um novo processo seletivo e na carreira em geral.

7. Fase de integração e treinamento

O candidato aprovado, após comunicado e congratulado pela aprovação, deve ser encaminhado ao setor de RH ou ao departamento pessoal para os procedimentos legais de admissão. A partir desse ponto, o novato entra na fase de integração.

Essa fase é basicamente aquela em que o novo colaborador, depois de devidamente admitido segundo a legislação vigente, será orientado e assessorado pelo gestor no processo de adaptação ao novo cargo e empresa.

Nesse momento é importante passar todas as informações e orientações ao novo funcionário, inclusive por escrito, e estar aberto a responder qualquer tipo de dúvida. Lembre-se que um novo funcionário exige paciência.

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