MEMBERSHIP SELLING AND
SALES MANAGEMENT INSIGHTS

What To Look For In A Membership Rep

Hiring talented membership reps is an essential part of any chamber’s ability to meet membership team standards and achieve overall chamber objectives.  But often, it is easier said than done.

It’s not your typical sales position. And, though a foundation in sales comes in handy, we believe finding the right person with the right attitude should be the priority.

Skills can be taught, but attitude cannot be changed. 

Attitude is especially important in the membership department, as membership reps are often the first and only point of contact between your chamber and prospective members.

Before we move ahead, it’s important to recognize that there isn’t an infallible system to hire membership reps, or any other position for that matter.  However, you can tilt the odds in your favor.

We recommend setting up a Membership Rep Profile that clearly defines the key characteristics and skills that fit your recruiting process and chamber culture.  

MEMBERSHIP REP PROFILE

Not to be confused with a job description, a membership rep profile is a set of personal and professional attributes that define your ideal membership rep. 

A well-thought profile will force discipline into your hiring process and provide valuable criteria to use for résumé review, candidate interviews, and candidate comparisons.

Following are some key personal attributes you may consider when developing your chamber’s Membership Rep Profile.

PERSONAL ATTRIBUTES

Resourcefulness:  It’s quite rare for prospective members to immediately invest without a few bumps in the process.  

Successful membership reps have an uncanny ability to overcome obstacles.  They use everything they have at their disposal to get deals done.  

Additionally, most chambers expect membership reps to generate their own leads, which also requires ingenuity.  Strive to identify candidates who are resourceful and willing to find solutions.

Competitive Spirit:  Let’s face it  – prospective members have options.  There are numerous services and solutions in which they can invest their dollars to help resolve their problems.  

Membership reps must be ready to compete every day to “win” members for their chamber.  Look for candidates with a healthy sense of competitiveness that drives their will to increase conversions, drive revenue, and get results.

Coachability:  At Holman Brothers we consider coachability the most important trait.  

No one will be ready to produce when they first join your chamber team; and there's nothing worse than a membership rep that isn’t willing to learn and adapt.  

Look for membership reps that are eager to understand and improve.

Self-Motivation and Drive:  Prospecting and recruiting can include some unpleasant struggles. Recruiting success requires self-motivation coupled with a drive to succeed.  It's how membership reps stay “top-of-mind.”  

It’s this level of persistence that separates average employees from standout performers.  

Seek membership reps who know how to endure.

Positivity:  Most calls don’t end successfully.  At times, prospecting can be somewhat disappointing and disheartening.  Remaining upbeat in the face of micro-challenges is key.  

Go after membership reps who will remain upbeat, amiable and polite.

Teamwork:  Individual achievement matters, but your chamber’s culture will suffer if your membership reps don't know how to work with and get-along with others.  

Only pursue candidates who you believe will get along with others and perform unselfishly in a team environment.

Next week, we will provide a suggested list of professional attributes to help you complete your Membership Rep Profile.

As always, we encourage you to practice these techniques, make them your own, and let us know how it goes.

Remember, we're easy to talk to.  Feel free to reach out with questions about these techniques or other issues.

Sign up to receive our Mid-Week Membership Sales Tip delivered to your inbox every Wednesday.