There is a common mistake that companies make when recruiting sales talent. In this episode of the Sales Management Minute, learn what that recruiting error is and how to avoid it.
Would you like to buy a house? Don’t worry about where it is or how much it costs. Are you in? Do you want to buy it? Trust me; you are going to love it! Just sign right here. No one would ever make a major purchasing decision like this. How could they? Key information that affects the decision has not been provided. Yet, every day I see companies extending job offers when critical information has not been provided to the candidates. And, they’re expecting to hear “Yes!” to the offer without hesitation. These employers are not being intentionally secretive or deceptive. They haven’t thought through what sales candidates need to know to make an informed employment decision. You’ve heard me talk about the importance of defining your ideal sales person profile. However, before you can develop the profile, the role must be fully scoped. From title, to expectations, to process, to success metrics, to compensation … every one of these aspects must be crystal clear if you are to be successful in attracting top sales talent to your company. Once you scope the role, develop your onboarding program to bridge the new hire sales person’s skills with proficiency in the role. See you next time on the Sales Management Minute!
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.