Your company is only as strong as your sales team members and it is vital to recruit the right kind of talent.
If you have been trying to get your sales team motivated but you are not seeing the level of production you would like out them, it may be time to take a different course of action. Even the best motivators won’t work if you don’t have the right people on your sales team. Your company is only as strong as your sales team members and it is vital to recruit the right kind of talent to that team if you want your company to succeed.
Before you begin adding new people to your sales team, it is important to first target the type of sales talent you want. Start by putting together a list of the goals you want your team to achieve. This not only helps you get organized and find better people, but it will also help your new sales talent by giving them set goals that they know they must achieve.
You may also want to consider utilizing different methods to find new sales talent for your team. If you have previously relied on finding talent with job ads, and you haven’t been happy with the quality of sales person you’ve been getting, switch to working with a sales recruiter. They will know what characteristics to look for in their candidates and chances are, they already have a database full of sales talent who will be a great addition to your company.
While you can find great sales people through traditional methods such as job postings, it is helpful to expand your net to ensure you’re attracting the right people to your company. It’s perfectly fine to utilize these postings, but make sure you are wording them in the right way. Put your expectations and the skills that your future sales talent will need to have in the ad. This will help you weed out those who may not be a good fit.
It’s also a good idea to start utilizing personality and skill testing during your hiring process. Again, this helps you quickly drill down to the candidates who are most promising and ensures that you won’t be stuck with sales team members who don’t have the qualities you need. Most recruiters use these techniques to help them find the sales talent they want to represent and it is a very insightful way to get the right people for your sales team.
In this industry, always remember that it’s quality that matters, not quantity. While you can have a large sales team at your disposal, if it’s not stocked with highly trained and experienced sales people, you will not only be missing out on numerous opportunities to grow your business, you will also be missing out on quality customer relationships and referrals.
Hiring sales talent doesn’t have to be difficult and it’s definitely not a hit-or-miss proposition. Simply know what skill areas you need to target and don’t be afraid to be picky when it comes to hiring sales talent. One great producer can easily out-do several unskilled sales team members.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.