Put an End to Unnecessary Sales Turnover
When you recruit a new sales candidate you talk about all the good things they’ll experience with your company. You talk about how the compensation plan is exceptional, the products are revolutionary, and the leadership is immune to failure. >>Read More<<
Top Sales Talent is THE Edge You Need to Win Business
Losing out on good candidates to other companies? Wonder why you can’t seem to attract enough sales candidates to make a strong hire? It’s no secret that hitting your revenue targets starts with building a successful sales team. Recruiting the right players who are motivated to succeed will prevent the problems that hiring the wrong people create.
Getting and keeping your sales team in top shape requires an exceptional recruitment strategy. If you’re determined to win the war for talent, you must first win the recruitment battle. It starts with these seven strategies…Read More
Sales Training and Professional Development Says, "We Care."
As the job market picks up steam in the technology sector and employees have more options, turnover becomes a heated topic. In today’s job market, employers need to continuously protect their hiring investments and work hard to improve retention rates. One way to increase retention rates is to implement training and development programs. Read More
The Job Market, Recruiting, and Trends Ahead for 2016
Welcome to 2016! If you’ve hired for your sales team lately, you’ve learned how difficult it is to find top sales latent. Most hiring managers have discovered hiring sales talent is frustrating, difficult, and riddled with career risks even in the best of times.
As we head into 2016, this year should prove to be even more difficult when it comes to attracting top talent. With the unemployment rate continuing to decline, and the number of jobs increasing, attracting and retaining sales talent has never been more challenging. Read More
Preparing for Year End Turnover
The end of the year is looming. While you’re busy making strategic plans, setting revenue targets, and carefully carving out territory changes for 2016, some of your key salespeople are getting ready to leave. It’s simply inescapable. Healthy turnover is ideally concentrated towards sales reps that’re under performing. But unfortunately, that isn’t always the case. Read More
Dealing with Counteroffers
The single biggest recruiting expense is time.
Never waste your time trying to recruit someone who is unrecruitable. The following guidelines will save you from murdering your own time. Hoping and betting on long-shot candidates will kill hours and weeks of your life. Save yourself from the misery and heartbreak that comes from counteroffer acceptance: Read More
Have You Considered These Recruiting Channels?
With Q4 quickly coming to a close it’s time to step up your sales recruitment game as you look towards 2016. Now more than ever, top sales talent is hard to come by, and you’re not alone in the quest. With rapidly increasing numbers of counteroffers and top candidates receiving multiple offers, it’s time to tighten up your sales recruitment efforts. Read More
Providing Sales Talent With More Than an Internet Connection
Imagine you run a production company. You’ve had a few big wins and business is going well. You’ve hired a master songwriter, and you’re certain you have the next big hit. In fact, this song’s so catchy, even a second tier singer could make it a hit.
But your business is just starting to gain momentum. And what you really need at this stage in the game is a big star. You know a hit song combined with a big name performer will almost guarantee financial success.
So you go out and recruit Dolly Parton. Sure, it takes a few months to get her attention. But you’re convincing, persuasive, and she likes your song. Read More
Rethinking Your Hiring Logic
Why do we hire the people we do? Human psychology and science help explain our hiring decisions. Many of today’s hiring managers have had little to no training when it comes to hiring sales talent.
Therefore, sales managers rely heavily on the interview process and collective opinion to build sales teams. Trial and error has also been an employable strategy for the few companies that can afford it. This strategy calls for hiring as many salespeople as possible, assessing performance, and cutting the bottom 50%. -Read More-
Better Recruiting Methods Produce Stronger Sales Recruits
Tired of spinning your wheels? When your success depends on finding the right sales candidates for your sales team, it’s important to invest your time in tools, strategies, and resources that can help you win the war for sales talent.
There are a variety of recruiting methods available today. Because recruiting eats up large chunks of time, it’s important to evaluate what’s working and what’s not, and prioritize methods that produce high-quality candidates.
Top 5 Feeble Recruitment Methods
1. Sending Mass InMails About “Great Sales Jobs”
Recruiting sales candidates through mass email started in the late ‘90s. LinekdIn’s InMail feature certainly has value, and it makes it easier to send, track, and reach potential candidates. But it’s not the only game in town. Today’s employers are sending truckloads of “me too” emails, with the hopes of attracting quality sales candidates. Read More
All the Straws In the Broom Work Together: Add Recruiting Channels and Watch Your Talent Pipeline Expand
Are you getting the kind of sales talent you need to grow your team? Know you can do better? When you’re recruiting for your sales team, it’s easy to run into stalls, especially if you have loads of hiring to do. There’s no substitute for developing several sources of sales talent.
In fact, it’s a fundamental skill you must master in order to enjoy predictable recruitment success. Having multiple straws in the broom will give you the power you need to pull in quality candidates with consistency. The key to any sales recruitment program is to develop, build, and nurture contacts from multiple sources even before you need them. Read More
In Sales Recruiting When Your Second Best, You're Last
There is a saying, “Hope makes a good breakfast, but a poor supper.” When it comes to employing candidates for your sales team, rejection is part of the hiring game. This is normal, especially in good job markets where great salespeople are in short supply. The real problem occurs not when the job offer is turned down, but in the belief that the candidate will accept. Clues of turndowns are present if you watch for them, but you have to be willing to look for signs you may not want to see. Read More
Never Underestimate the Power of Getting off to a Good Start
John called me in the middle of the day. He’d just started a new role with a software start-up in San Jose, California. He sounded a little irritated, certainly not his usual upbeat self. As a sales recruiter who spends hours each day on the phone, I’m highly sensitive to slight voice inflections. I instantly knew something was wrong.
“I’m not sure this is the place for me,” he said. After a long pause, John went on to explain, “Yesterday two of the guys in my sales training class went to lunch and didn’t come back. The office manager Susan let on this wasn’t a first. Every time I step out of the office, my boss gets this tense look on his face.” Read More
Congratulations You've Made a New Sales Hire, Now the Real Work Begins
Tony Hsieh, CEO of billion-dollar e-tailer Zappos, pays new employees $2,000 to quit. Almost all new hires take less than a few measly seconds to say, “No thanks!”
What about you? If I walked into your office and asked your newest hires if they’d quit for $2K, are you confident 97% of them would say, “No thanks!” like Tony’s?
Or would they sleep on it…?
If you’re like most companies, you have new hires that’ll leave for free. They won’t even need the allure of a $2K bonus. We could quickly run through the numbers and roughly calculate how much sales turnover is costing you, but it’d only put you in a really bad mood.
When you’ve worked hard to recruit top talent for your sales team don’t leave new beginnings up to chance. Read More
From the Front Lines: Observations about Sales Hunters
I’ve interviewed more than 2,600 people in-person at all kinds of places: coffee shops, airport terminals, tiny interview rooms, bars, airport lounges, fancy offices, restaurants, city clubs, Starbucks, and more. I’ve video called and phone interviewed more than 5,500 sales candidates not including the 2,600 in-person interviews.
With rare exception, every candidate I’ve met in this population has had at least five years of experience post college. They are candidates from across the country, from New York to San Francisco. They’ve earned from 120K to 700K a year. Read More
Challenging Your Basic Assumptions May Help You Generate Better Solutions
Let’s take a look at a sequence of numbers and determine the rational reason for the sequence. These numbers are not my birthday, driver’s license number, address, or the key to my gym locker. There is a rational, logical reason for the order of these numbers. What is the rational reason for the order? Take a few minutes and see if you can figure it out.
8 5 4 9 1 7 6 3 2 0
Do you have an answer yet? If you haven’t figured it out, don’t be too miffed. One in twenty people come up with the correct reason according to Dr. Alan Weiss, a business consultant who has written about The Rational Sequence in a book called Process Visuals. Read More
Crash Course in Sales Recruiting
The first time I saw my boss, he looked at me with steely eyes, and told me to find the best talent for my clients, or pack up my desk and go home. I had 30 days to figure out this business and put up some numbers, or get out. A line of contenders a mile long wanted entry into this lucrative cubical kingdom, and if I couldn’t do it, I’d have to give it up to the next guy who was willing to make more calls, endure endless criticism, and review resumes until his eyes bled. This is when I quickly learned what my ferret of a boss already expected me to know about recruiting. Read More
Two Strategic Times to Capitalize on Hiring Top Sales Talent
When it comes to recruiting A-Players, there are a few tricks of the trade that will help you win top-notch sales talent. I’m not going to lie: recruiting top software sales talent isn’t easy. There are no silver-bullets and it’s just plain hard work. Although sales recruiting can be frustrating, using a few key strategies will give you a leg-up in the talent war and help you attract top software sales talent who will help you win new customers and increase top line revenue growth. Read More
Interviewing Better Leads to Hiring Better Sales Talent
It's no secret that now more than ever, sales recruitment is a constant challenge. Identifying and attracting the right people can be aggravating, frustrating and time consuming. Once you have made the time investment to vet a select pool of candidates, make sure you walk out of interviews with the information you need to succeed. Read More
Providing a Framework of Success
With turnover costing more than you’d ever want to calculate, it’s no secret that keeping top salespeople happy is good for business. Consider the following strategies when leading your sales team.
Strategy #1: Top salespeople need a good push. Achievers love new challenges. They want to stay with an organization, but in order to do this; they need to be stretched in some way. This could come from a new role, exploring new terrain or being challenged by additional responsibilities. They need to be pushed to reach just beyond their current capabilities. If you can help them become better, give them fresh problems to solve, more responsibility, or additional roads to explore; your chances of extending their tenure with your firm will increase. They will remain with an organization where they can stay engaged and immersed in activities just beyond their current capabilities. (For more insight, check out The Talent Code, Greatness isn’t Born It’s Grown by Daniel Coyle.) Read More