Building strong selling processes is important, but so too is having the right people in the positions to execute. The challenge is every organization in your industry is competing for the top talent.
To attract top sales talent, you need a clear picture of the people that fit best into your organization and a plan for recruiting them. Here are four ways you can attract top sales talent:
Gather the Right Data
To attract the right salespeople to your company, you need to first know who the “right” salespeople are. The rating and assessment of your employees should be based on statistically valid, proven research rather than arbitrary scales. Predicting on-the-job success should be based on the specific skills and behaviors needed to excel in an identified role.
Measuring broad traits like “extroversion” won’t get you the results you need to drive bottom-line impact. It may be interesting to know a candidate’s energy level or how a manager perceives that candidate’s potential for success for example, but it is much more critical to know that a sales candidate can successfully prospect, resolve objections and close.
Leverage Existing Connections
Current sales reps and existing clients are among the greatest resources for targeting new sales talent. Your top-performing sellers understand what it takes to be successful in your organization. They often know people just like them and are therefore well-positioned to suggest sales peers who would also fit in well.
Additionally, long-term clients are familiar with your company’s values and selling processes. The combination of familiarity with the talent pool and your company’s unique position makes clients a powerful referral source.
Create a unified Message
When you make recruiting a team effort, it’s important that you have a consistent message around the value you provide your team members and what makes your company different from other organizations.
Enable your team to always be recruiting by coaching them on the right people to approach and the right message to deliver. A consistent recruiting message aids your efforts to generate awareness in the employee marketplace about your organization’s benefits as an employer.
Maintain Effective Onboarding and Coaching Processes
One of the most important things new hires need to understand is that you are committed to their growth and development. Because new hires want to ramp up quickly and be successful, an effective and efficient onboarding plan is essential.
We are often so eager to get new hires up to speed that we tend to overload them with information during their first couple of weeks. Think of onboarding as an ongoing process over 6-12 months. Work with new hires to create their own action plans and reassess them often. Give feedback and help new employees strategize. For their first 12 months, build role plays of selling situations and post-mortems into your coaching.
About Strategic Sales Search
Strategic Sales Search is one of the oldest and largest search firms in the country for sales and marketing talent in the technology and software industries and is ranked in the top 5% of all search firms in all industries by the world’s largest executive search network.
Our search team’s expertise is divided into the following areas. To satisfy our clients, we continue to broaden our scope by staying informed of the issues and trends shaping tomorrow’s marketplace within these categories. Our team of nationally recognized award winning recruiters have a proven track record of providing the Information Technology and Software Industries with quality candidates that will help your company achieve long and short term revenue goals:
Areas of Specialization
Enterprise Software – Cloud Computing / SaaS – Big Data / Analytics – Mobile Computing – Unified Communications – Software Defined Networking – Traditional Networking – Cyber Security – Internet of Things – E-Commerce – IT Consulting / Professional Services
Strategic Sales Search – www.sales-talent.com – 717.737.7500