To build a good sales force, you have to find good sales people and knowing where to look for your next sales superstar.
To build a good sales force, you have to find good sales people. If you don’t know where to look for good sales people, you can’t hire them-no matter how good your pay and benefits are. At one time, you could simply post a job listing, then pick the best out of hundreds of applicants. That method doesn’t work very well today. The best sales people aren’t browsing the want-ads, they’re entertaining offers from companies that actively sought them out. Recruiting the best sales people is no longer a passive game, you have to take a proactive approach. The first step to that approach is knowing where to look for your next sales superstar.
Social media pages have changed the way everyone is doing business. If you want to find good sales people, you have to have a well-managed social media presence. This allows you to connect with and engage potential applicants, sometimes before you even know you’ll have an opening. By establishing a social relationship with people who are interested in your services and products, you’re laying the groundwork for future hiring. Social media also makes it easy to push out targeted job listings, saving you the hassle of poring over hundreds of applications from unqualified candidates.
Social media has taken a lot of the legwork out of finding sales people, but not all of it. There are still many opportunities to get out and physically meet with potential candidates. Marketing events, trade shows, and job fairs all offer chances to meet and greet rising sales people. Even if your business doesn’t have a presence at a show, it can be worth your while to attend as a guest. You’ll get the chance to talk to other like-minded people, and network with the other sales people who are in attendance. Use the opportunity to start building relationships with future applicants.
Some of the most overlooked sales candidates are walking the halls of your business right now. These can be interns, support staff, or even sales people with untapped potential. You should offer broad opportunities for your employees to grow and excel as sales people. Training programs, incentive programs, and mentoring can all help tap into the unrealized potential of your existing sales force. You’ve already spent the time and money to hire them, you might as well see what you’ve gotten for your investment. Don’t leave your interns languishing in the mail room, or stuck cold-calling for months on end. Give them real opportunities and leads, then see what they do with them. At worst, they end up back in the mail room or on the phone. At best, you’ve just found your next sales superstar, and they already work for you.
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.