RECRUITMENT GUIDE
Territory Sales Representative
A territory sales representative is responsible for achieving sales targets and performing sales functions for their designated geographic territory. In their designated territory, they need to identify and outline common characteristics of the market and determine who their target customers are, and then pitch the products or services to their current and potential clients.
Through the identification of the market they are working with in their assigned region, they are also able to assist with marketing and positioning techniques to attract customers and maximise sales profitability. Their role also requires them to have a rolodex of clients and leads, to assist them in acquiring sales, referrals, and meeting/exceeding their sales targets each reporting period.
A territory sales representative must keep in touch regularly with clients and potential clients, informing them of new products, features or services that they can investigate and purchase.
Day-to-day tasks of this role:
- Arrange and schedule meetings/calls with current and potential clients.
- Identify potential new leads in the designated territory.
- Work with the marketing team to implement strategies to attract new clients.
- Complete regular reports on sales figures.
- Establish techniques to make sales.
Recruitment Process
UNDERSTAND THE ROLE
Skills profile for a Territory Sales Representative
Some organisations may require territory sales representatives to have a tertiary qualification such as a Bachelor of Business or a Certificate in Customer Engagement or Business Sales. However, most organisations only require territory sales representatives to have relevant industry experience and a proven sales track record. There are some common skills required for this position.
A territory sales representative will need to have excellent account management skills. They will need to have strong customer service skills, and maintain strong relationships with all stakeholders. They must also have the ability to manage multiple accounts at different stages of the sales cycle, whilst also attracting new customers.
It is important that territory sales representatives also have extensive knowledge of the sales development process. They must be confident in calling cold prospects for sales opportunities, and consider ‘knock-backs’ as challenges to overcome. They must have a strong level of emotional intelligence that enables them to tailor the sales pitch to the buyer, and demonstrate curiosity through questioning.
Once you’ve determined the skills required for the role, you can write the job description to advertise for your position.
SOURCE APPLICANTS
Territory Sales Representative Job Description
Summary:
- Why is this role being filled?
- How does this role fit into the organization and the team?
- What makes your company unique?
- What would it be like to work for you?
Requirements:
- What technical skills are needed for this role?
- Which soft skills are applicable?
- What are the nice-to-have experiences of your ideal candidate?
- Include availability preferences in this section
Responsibilities:
- What are the key deliverables for this role?
- What does the day-to-day of this role look like?
Benefits:
- Compensation & bonuses
- Employee benefits & perks
- Ongoing training benefits
PRO TIP #1
If the organisation hiring a territory sales representative requires the successful applicant to travel to, and attend face-to-face meetings with current and potential clients, it is important to include the location of the territory/region in the job application, to ensure that candidates who apply live close enough and are able to attend meetings in person.
PRO TIP #2
Ensure that the entire recruitment process from job description to assessment to interview reiterates your company vision and values. This will help you identify the right people for the role, and applicants will know whether your company is the right fit for them.
Sample skills assessment
Question 1
Territory Sales Representative
Question Type: Document
How would you manage multiple stakeholders who are at varying stages of the sales cycle? Who would you prioritise – feel free to use previous experience as an example.
Question 2
Account Management
Question Type: Text
Describe a time where you have had to manage a particularly difficult stakeholder.
Question 3
Negotiation
Question Type: Video
What is your philosophy when it comes to negotiating contracts/sales?
INTERVIEW
Interview guide for a Territory Sales Representative
Once your Vervoe skills assessment has surfaced the most qualified people for your open role, you can focus on interviewing these candidates. The PDF interview guide contains structured questions against each of the competencies for this role.
This interview guide is intended to be used in conjunction with the Vervoe skills assessment. Where a candidate has scored Low – Medium on a skill, focus on asking more questions from that skill to gain deeper insight into their level of competency.
PDF INTERVIEW GUIDE
Get your copy of the interview guide to complete the hiring process. Includes questions against each of the skill competencies for the role.
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