Sales recruitment is infamously difficult. Instead of wasting time and money, you should stop handling it internally and outsource the tough job.
Many sales organizations are still handling the sales recruitment process internally. For some, it’s simply due to the fact that it’s the way they’ve always done it. For others, it’s due to the misconceptions about staffing firms. And for many, it’s because they simply don’t realize that there’s expert help out there.
But a specialized sales recruitment agency can help you build a next-level sales team—a team to be rivalled, a team with superior performance. Here’s why you should stop recruiting your sales people internally.
Your internal HR department will have a restricted view of the overall market. Sure, you’ll know your main competitors, but are you keeping abreast of market trends? Salary and benefits? Comparable opportunities? Challenges? When you outsource, you’ll be able to gain access to vital market intelligence that only recruiters who deal with multiple employers and a wealth of sales people will truly know. This information can help you gain a competitive edge.
Reducing costs is probably always at the top of your to-do list. Aside from the labour costs that inevitably come with managing the recruitment process internally, you also have many expenses related to the recruiting activities, like advertising job postings, background screening, and investing in an applicant tracking system and recruiting technology. When you outsource, all of those high costs are eliminated.
Unless you have a dedicated in-house recruiter, the recruitment function will be internally handled by your sales manager or your HR specialists, and the recruiting activities will be outside of their daily responsibilities. Taking their time away from core business activities will hurt their overall productivity. And it might lead to rushed hiring decisions that aren’t good for business. When you outsource, your recruiting specialists will be able to find you top talent from the outside, so your core personnel and core business operations won’t be disrupted.
Sales jobs are difficult to fill, there’s no doubt about that. Though there are millions of sales professionals in the market to choose from, the majority of them won’t provide ROI or hit their sales targets. There’s an ongoing soft skills shortage and there’s also limited locations for recruiting, making it difficult for you to find qualified candidates. A sales recruitment firm, though, will have the expertise and experience required to navigate through these challenges. It will improve your recruiting effectiveness because it has the ability to reach more candidates, it has access to the passive candidate pool, and it has a defined, repeatable hiring process that won’t let you down—no matter how difficult some of your roles are to fill.
If your sales team is a revolving door of new hires, you’re not alone. Many sales organizations face high turnover. Unfortunately though, turnover is bad for business. It results in reduced and interrupted productivity, it lowers customer service, it lowers employee engagement, and it costs you in time, money and resources. If you have a high turnover in sales, you can address it by outsourcing. When you engage a sales staffing firm, you’ll enjoy a higher quality of hires who are pre-screened and well-matched not only to the sales roles but to your company culture as well.
If your company is experiencing rapid growth, it’s no doubt a great sign of success. But it also means that it’ll be more difficult than ever to meet your recruiting needs in-house. You won’t have the time, resources, or manpower required to hire several sales people at once, nor can you afford to wait long periods of time to complete the hiring process. When you outsource, your staffing firm will be able to effectively meet your needs and find you quality hires at a faster rate than you could manage internally.
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.