Pinpointing those characteristics and attributes you wish to include in your next “Reps Wanted” advertisement is a task not to be underestimated.  The details you initially decide upon often change once the hiring process moves forward, with the job description phase being the primary culprit.  This due to the fact that job descriptions force you to dive into the daily details you’ll require of your new sales rep as well as the big picture.  And for that reason it is always good to start the process with the job description.  

When writing an effective sales job description it’s always a good practice to put yourself in the sales rep’s shoes and envision what details they need to know about their job to be successful.  Sure, you’ll use the information contained in the job description should you choose to let someone go.  But it provides far greater value as a positive reinforcement of your expectations, goals, and requirements for any successful employee than as an axe positioned ever-so-closely to the chopping block.  

Now that you’re in the right mindset it’s time to get to the details that your “Reps Wanted” ad is begging for.  

Definition

The first step is to write a definition of the sales rep position.  This is a summary overview of what your sales rep position entails and it will be the paragraph you show potential hires that will help them determine their own interest and fit with your organization.  Think big picture for the definition, you’ll fill in the details later on.

Primary Duties and Responsibilities

The main duty of any sales person is to sell your goods or services and in this area you’ll want to include all the main responsibilities required to do so in your company.  Some of those details may include:

• Sales quotas or other metrics your sales reps will be measured by

• Lead generation requirements

• Documentation required via sales pipeline reports, customer info, etc

• After sale duties

• Travel requirements

Don’t forget to include any foreseeable changes that may take place with anticipated growth.  

Secondary Duties

This is a good section for those after-thoughts that may sneak up at unexpected times.  Issues like customer service responsibilities, answering phones, even stocking shelves may apply.  Be thorough and cover your bases by including any possible duties you may require of your sales rep and utilize terminology such as “other duties as assigned”.  

Skills and Education

One of the final steps in writing an effective sales job description is the skills and education section.  Any college educational requirements should be detailed with specific type of degree required and continuing education components should also be considered.  On-going training and certification requirements should also be added with stipulations for credit hour accumulation needs.  Depending on your industry there may be other training requirements needed for group presentations, after sale start ups, or product installations.  

Legal Advice

Once you’ve put together a complete sales job description you may want to consult an attorney for any legal language requirements to protect both the company and employee.