The economy may be challenged, but most still struggle to find top sales talent. Listen to this episode of the Sales Management Minute to learn the key to attracting top sales talent to your company.
Many sales leaders recruit from within their industry as there is a perception, or better stated, a misperception, that industry knowledge cannot be taught. Once there is recognition that this is a self-limiting belief, as no one comes out of the womb as an industry expert, the recruiting pool grows exponentially.
Yet, there is a fear that sales candidates have when looking at opportunities outside of their background. “How am I going to learn this stuff? After all, I can’t sell what I don’t understand.” This fear can be the showstopper in your pursuit of top sales talent…or it can be turned into a strength of your company.
Since I believe we are in agreement that you don’t arrive on Earth with industry expertise, companies that successfully attract top sales talent have developed a comprehensive onboarding program designed for those new to an industry. And, the onboarding program becomes part of the recruiting strategy. Right off the bat, these companies take the concern head-on and talk about how they have an onboarding program that guides salespeople with no industry background through mastery of everything they need to KNOW- DO – USE to be successful selling for them. Not attracting the talent you desire, develop an onboarding program that sells!
See you next time on the Sales Management Minute.
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.