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Recruitment of a Sales Consultant

How we recruited a Sales Consultant for a financial management consultancy

Our client

Our client is passionate about financial management and helping their customers achieve their financial goals. They provide financial education to help customers better manage their finances and gain better understanding of investments. 

  • Location - Fremantle, WA
  • Industry - Finance
  • Size - 20 employees

We applied our three-phase service delivery model for this recruitment drive.

Video job advertisement

Social media algorithms favour videos over still content, so we create video advertisements for all vacancies to help source our candidates.

We take full advantage of this unique and highly effective form of candidate sourcing in order to reach the right candidate at the right time. 

We post our videos on Twitter, LinkedIn and Facebook. They are posted on these platforms 10-20 times, based on relevance. Our videos typically receive over 1,000 views within the first 24 hours.

Job advertisement

We constantly refresh, rewrite and reformat our job advertisements to optimise the quality of applications received. Our approach is aggressive - we post around 20 advertisements for every permanent job. Advertisements are posted on:

  • Job boards - Seek, Adzuna, Glassdoor, Indeed and Jora
  • Social media - LinkedIn, Facebook and Twitter
  • 11 Recruitment's website

On average, our advertisements receive over 100 applications and perform well above the market benchmark for Seek, shown in this graph.

Sales Consultant

  • Want to work for an innovative and forward-thinking Australian company?
  • Want to be part of a business that makes a difference?
  • Do you want a real career path where money talks?

Retained Search

The role

The main duties for this role will include:

  • Making appointments with potential clients and meeting them face-to-face 
  • Educating clients on what investment options are available to them, while understanding their current financial situation and future requirements 
  • Writing up proposals and maintaining post-sale relationships
  • Closing sales deals
  • Working effectively within a team, with a solutions-driven and collaborative focus
  • Attaining and tracking customer feedback from internal stakeholders for continual service improvements
  • Representing the company at industry events and networking meetings

About you

The successful candidate will need:

  • The ability to quickly build rapport and trust with clients – you will need to really listen to your clients and take time to fully understand their circumstances and investment goals in order to educate them on the financial options available to them
  • A tertiary qualification in finance, law, business, economics or similar desirable but not essential 
  • Experience of selling timeshares or a being a finance broker advantageous
  • Excellent negotiation and influencing skills 
  • The ability to think on your feet
  • Strong written and verbal communication skills  
  • High computer literacy skills including strong skills in MS Office Suite – previous use of a CRM system is desirable 
  • Strong business commercial acumen, with proficiency interpreting and understanding financial information
  • Strong resilience
  • Integrity in every aspect of how you work
  • Willingness to travel locally and nationwide
About our client
Our client genuinely cares about their customers and how they invest their retirement money, to ensure they are well prepared for the future. They educate individuals on retirement investment structures and introduce them to carefully selected professional services providers, who provide advice to help maximise savings, minimise tax and ultimately build a better future.

Assessment Matrix design

Our in-house designed, custom made software generates an Assessment Matrix, which is our blueprint for the recruitment process. Our process consists of screening, interviews, document verification, skills testing, personality profiling and reference checks.

Ticks indicate the point at which each criteria is addressed. More importance criteria are checked multiple times throughout the recruitment process.

Selection criteria

Screen

Interview

Docs.

Skill test

Profiling

Refs.

Education







Degree educated Business/Finance/ Law/Economics  (pref but not essential)




Experience







Desirable - timeshare/mortgage broker experience




Must be solutions orientated




Resilient with excellent customer service skills




Must be able to think on their feet




Excellent negotiation skills




Planning and scheduling appointments experience




Ability to work under pressure




Previous stakeholder management experience




Ability to understand & interpret financial information




Ability to do produce demonstrations / presentations




MS Office Intermediate




Other







Work location – Fremantle  





Prepared to travel and work hours to suit clients





Verify LinkedIn CV vs CV submitted




Accept expected salary ($190k)




Previous warning of termination?




Will you pass a drug test?




Behaviour







Dominance - 69%





Influence - 55%





Steadiness - 19%





Compliance - 47%





Forms signed







Health / police check






Signed document - tell the truth






Docs verified







Driver’s licence





Citizen AU / NZ or PR





Medical Check





Probity Check





DISC profiling

Similar to people, jobs have their own behavioural profile that is based on duties, environment and communication. We create a profile for every job vacancy, enabling us to match an applicant's behaviour against that of a specific role.

We use DISC, which examines the following attributes:

  • Dominance - accomplishing results, the bottom line, confidence
  • Influence - persuading others, openness, dependability
  • Steadiness - cooperation, sincerity, dependability
  • Compliance - quality, accuracy, expertise

DISC profile - Sales Consultant

This is a role which requires an individual who is fundamentally assertive, independent; task driven and can operate on their own without support from colleagues and management. The person will need to have the courage of their convictions and be comfortable with being accountable for their actions.

They will need to be a fast paced and outgoing, comfortable with change, and able to adapt as required. Furthermore the role will require a person who is goal focused and is motivated to achieve the desired outcomes, without significant management intervention or the guidance of rules and procedures.

The contradiction is that from time to time in order to perform their duties effectively, the individual may need to curb their independent tendencies and follow procedures and accept instructions from superiors.

read more...

The role requires someone who is able to direct others in order to get the job done. They need to have a high level eye for detail and ensuring that the job is done thoroughly and according to the process. However, they will need to have people working with or for them who are thorough and complete the detailed part of the job.

The person would need to be a fast paced ‘big picture’ style of individual who is not overly concerned with what people think of them. This type of person would need to have a resilient character, such that they can cope with the challenging aspects of the role that require strength of character and skill to adapt to do the job. That is not to say they would need to be unpleasant but rather simply be comfortable making what could be seen to be unpopular decisions.

One characteristic of the behaviour required for this position is that the person needs to be comfortable with responding quickly to work demands and to be adaptable and comfortable with change. There will be times when deadlines need to be met with little warning and the person will need to adapt themselves to these tight deadlines.

The person needs to be enthusiastic, energetic and confident with adapting to the changing environment and not being able to rigidly follow a process or procedure.

This role is does not have a rigid structured set of rules determining what the individual is to perform on a daily basis. The role will require an individual who is capable of thinking on their feet and adjusting to the changing dynamics of the job in order to meet the requirements.

The type of person in the role will have to rely on experience and skill rather than process and will need to be confident of what they do in spite of the lack of guidance. By the same token the role requires someone who is fast paced and comfortable with a dynamically changing environment.

Sales Consultant

Shortlisted candidates

Candidate A

Candidate B

Candidate C

Behavioural adaptation by candidates to match the job profile:

Candidate A

Candidate B

Candidate C

Results

Our aim is to produce a strong shortlist by sourcing widely. We measure every stage in our recruitment process to ensure we meet this key objective.

Our service comes with an extended 18-month replacement guarantee. This guarantee means our interests are mutually aligned - to recruit high achievers who will excel and stay.

Video views

1,025


Applications received

15


Interviewed by 11 Recruitment

3


Shortlisted

2


Interviewed by client

1


Hired

1

Feedback

"Ashleigh was fantastic and kept us in the loop during the whole process, provided detailed information about the candidates and keep searching until we were totally satisfied with the individual we finally employed.

A very pleasant experience for us as business owners and a great company to deal with."


Want to recruit?

Click the button to request your free quote or call me on (08) 9225 6211 if you have any questions.

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