4 years ago
January 28, 2020

6 Tips for Recruiting Sales Candidates Over the Phone

There are a lot of different ways you can communicate with candidates today. You can speak with them in person, send emails, text messages, and communicate through social media. You…

Claire McConnachie Recruiter
Claire McConnachie

There are a lot of different ways you can communicate with candidates today. You can speak with them in person, send emails, text messages, and communicate through social media. You can also pick up the phone – something recruiters and hiring managers seem to be doing less and less. Technology has certainly changed the way people interact, especially during the sales recruitment process. While sending a text or email is the default for many, there is still a ton of value in picking up the phone to recruit a candidate.

Here, our Toronto sales recruiters discuss some of the reasons why you should pick up the phone to connect with candidates. We’ll also outline 6 tips to get the most out of your phone conversations with the sales professionals you are recruiting.

Why Use the Phone to Connect With Candidates?

There are many great reasons to use a phone to connect with a candidate:

  • More personable than text: When you hear what a person is saying, you can get more context.
  • Instant communication: You can speak directly with the person in real-time.
  • Better clarity and communication: There is less chance of a miscommunication compared to email or text.
  • Preference: There are still people who prefer a call over text, email, or social media message.
  • Interest: Picking up the phone shows you have an interest in the candidate. You are putting forth more of an effort to connect.

Toronto sales recruiters list the benefits of phone recruiting

1. What Is the Purpose of the Call?

Before you make a call to a candidate, it’s important to have a clear understanding of the purpose and goal of the call. This will depend on where you are in the recruiting process with that candidate. Is the call intended to screen the candidate? Are you holding a formal interview? Is it simply a conversation to gauge their level of interest? The candidate should also be aware of the purpose of the call so they can prepare properly.

2. Know Who You Are Speaking

Know your audience. In other words, do your homework. Take some time to review the candidate’s resume and cover letter. Check out the person’s LinkedIn profile and social media presence. Get a strong sense of who you are speaking to and the types of questions you want to ask. This will help you have a quality conversation with the candidate and ensure you are using your time wisely. Keep your notes and the candidate’s resume handy to reference throughout the call.

3. Use a Reliable Phone

This is important. It’s also often overlooked. Interruptions and signals cutting out can negatively impact the flow of the conversation. It’s not easy for candidates to repeat an answer they just provided because your phone cut out. There can be miscommunication if a word here or there is missed because of a choppy connection. Always use a reliable phone in a quiet location. If you are using a mobile phone, also make sure you have a charged battery. If you are using a VoIP phone, make sure you are using a reliable provider and internet connection.

4. Take It off Speaker

Many people use the speakerphone feature. However, it’s not perfect. It can cut out, make it more challenging for the other person to hear, and it can pick up on the background noise. Overall, it makes the conversation feel less formal. Take the phone off the speaker to ensure you can have a clear and more intimate conversation with the candidate.

5. Contact Them at the Right Time

When you call a candidate is important. If you try to call them during regular business hours, the odds are they are at work and unable to pick up the phone. There are generally three windows of time to connect:

  • Before work: 8am to 9am. The con is they may be on their morning commute.
  • Lunch hour: 12pm – 2pm. However, they may be having lunch with colleagues or not in a location ideal for a conversation.
  • After work: 5pm to 8pm. This is an ideal time to connect with candidates.

Ideally, you can schedule a call with the candidate beforehand. This will give them time to prepare, and it will ensure they are available to take your call.

6. Be Conscious of Time

Keep your phone conversation to a reasonable time frame, ideally in the 15-minute range. If you need more time, you can have an in-person interview for a more formal and extensive conversation about the candidate’s fit. To keep yourself on time and on track, prepare a list of questions or checklist of topics you would like to cover.

More Sales Recruiting Blogs From Toronto Sales Headhunters

Get more advice for recruiting top sales candidates. Check out these posts by our expert Toronto sales recruiters. They are packed with great tips that can help you improve your hiring and recruiting efforts:

How to Close a Top Sales Candidate When They Have Multiple Offers – 7 Tips From Sales Recruiters

Is a Sales Candidate Exaggerating During an Interview? 5 Signs to Look For and How to React

7 Ways to Spot a Great Sales Candidate BEFORE the Interview

The 10 Easiest Ways to Spot an Unsuitable Sales Candidate

How to Close a Star Candidate: 5 Tips From a Sales Recruiter


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Claire McConnachie Recruiter

Claire McConnachie

Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.