Despite the unemployment statistics, the war for the best sales talent continues. Listen to this episode of the Sales Management Minute to learn the secrets to sales hiring success.
The media has done a wonderful job of promoting unemployment statistics. But where are the rock star sales candidates? Despite the media hype, the competition for the best sales talent has never been tougher. Plus, many salespeople fear being the last person hired when layoffs hit so they’re staying put until things stabilize.
As a sales manager, is there anything worse than having open seats on your sales team? It makes you vulnerable to hiring mistakes. You tend to make excuses for less than perfect resumes and mediocre interviews.
One thing to keep in mind is that the interview process is the ultimate sales call. If the marketing materials (a.k.a. their resume) has mistakes, I assure you it isn’t going to get better when they are a member of your sales team.
If the sales call (a.k.a. the interview) isn’t up to snuff, trust me, it’s all down hill from here.
Don’t be optimistic when you interview, but don’t be pessimistic either. Be the pragmatist! Analyze the candidate relative to your ideal sales person profile and look for synergies. And, if you really don’t want to feel a hiring crunch always be sourcing candidates rather than waiting until you need salespeople.
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.