There is no question that top sales talent is in high demand. All sales organizations are in competition for the best of the best. The trouble with this is it…
There is no question that top sales talent is in high demand. All sales organizations are in competition for the best of the best. The trouble with this is it makes it that much more challenging for you to get access to this type of transformational talent.
Rather than focusing your sales recruiting efforts on capturing that unicorn, you should also focus on other candidates who could also have a big impact on your organization – overlooked sales talent. There are a lot of highly qualified and excellent salespeople out there who get overlooked for one reason or another. By adjusting your sales recruiting strategy to go after these types of candidates, you will improve your success rate.
So, the question is, how do you find overlooked sales talent?
Here are some effective recruiting tactics to help you find these diamonds in the rough:
Most organizations make the mistake of only recruiting talent when they need to fill a role. You dip in and out of recruiting mode. But, if you are always on the lookout for great people, it can help you find overlooked talent. You don’t know when good people will become available, but if you are always looking, you improve your chances of connecting with them.
Don’t overlook talent because they have a job, or they are not considering making a move right now. Things change. If you work on developing relationships with all sales talent, you increase your chances of getting access to these people when it comes time for them to make a career move.
Getting referrals from trusted employees and other professionals in the sales industry can help you get access to people who you would have otherwise overlooked. Incentivize your people to help you with the recruiting process by recommending people they think would be an asset to your organization.
Think in terms of the future. Look for the talent you see potential in. They may not have the experience you need right now, but in a few years, they could be an up-and-comer. Build relationships with these people now so you will be able to access them when the time is right.
Elizabeth is a sales recruiter that has led and developed multiple top sales teams in Canada in the Automotive, Retail, and Sports Industries. With 6+ years of corporate sales experience, she knows what separates a good salesperson from a great salesperson. She holds a Bachelor of Business Administration with a Specialization in Marketing and Accounting with Honours from the Schulich School of Business at York University.