Recently, I got into an extended thread with a Search Firm on the topic of titles for sales roles. Specifically, the posting portrayed, "Director of Sales". I responded and, after a number of single sentence responses, it was established that the role was that of “sales representative”. My experience was that Directors typically had managers reporting to them, Sales Managers had Sales Rep’s reporting-in, and Sales Rep’s were responsible for field sales. The point which the recruiter was apparently making was that it was a senior role and the title was critically important.
Interestingly, the recruiter had harangued on about this approach to titling was industry-specific and provided 5 competitors. I went to the sites of each and downloaded job descriptions from 3 for “sales rep’s” where the titles ranged from “Sales/Account Rep” to “Sales Exec.”. Clearly, the “industry approach” was diametrically opposed to that which was being presented by the Search Firm.
Why would the recruiter mis-represent the role/title: to inflate the perception of the particular search. Here’s my point: does the title capture the attention of "appropriate candidates"? Would you (as a Sales Rep with < 5 years of selling experience) apply for a position as Director of Sales?
I'd have thought that the stature of the company or the compensation would have meant more that what the title does or doesn't imply.
Thanks in advance for your input.
Regards,
Pat
