How to find a sales manager: from active B2B to inbound sales
Active or inbound sales: these are different people
The most common mistake in job posts is to write just “sales manager”. One person has to phone cold clients and close deals, another has to process enquiries that have already come in and take them to payment. Temperament, resilience to rejection and skills are very different in these two roles.
Another dividing line is B2B or B2C. In B2B the deal cycle is longer and you need to negotiate with several people; in B2C decisions are faster and there is more volume.
How to search through BlaBlaPrice
You write one job request, and candidates answer in chat: they tell you about earlier sales, when they can start and what pay they want. You don't need to sit on several sites and answer every call. The post is checked before it is shown: ads and contact details are removed from the text, and you get hints on what else to state.
Your number is hidden and opens only to the chosen candidate. The post is active for 7 days and can be extended. It is free for the employer. More on how it works.
What to put in the job post
- Industry — building materials, equipment, services, IT, food;
- Type of sales — active or inbound, B2B or B2C, whether cold calls are needed;
- Client base — whether the company provides one or the person must find clients;
- Pay — fixed salary, percentage of sales, threshold for a bonus;
- Hours and place — six-day week, office, field visits or remote, city;
- Terms — on the payroll or not, probation period;
- Experience — how many years in sales, in a similar industry.
Example: “Sales manager needed for building materials, Ipoh, office-based. Active B2B sales, client base provided by the company. Six-day week, 9 to 6, on the payroll. Fixed pay RM 1,200 plus 2% of sales, 1+ year of sales experience.”
How to assess candidates' replies
Ask for numbers: what volume they sold, how many clients they handled, why they left the last job. A good sign is when the person understands the difference between the fixed and the variable part of income and is not afraid of the second.
See how the candidate behaves in the chat dialogue: do they answer to the point, quickly and clearly? For a sales manager this is already the first test. If the reply is vague, the same will probably happen with clients.
Think separately about a probation period: two or three weeks with clear expectations (number of calls, meetings, the first invoice raised) is better than a vague “let's see”. This way both you and the candidate quickly understand whether the format suits.
If you are looking for work
Looking for a job in sales? Register on BlaBlaPrice as a service provider, choose this category and area, and reply to job posts. Similar roles are nearby: a sales representative and a client relationship manager.
