Effortlessly Recruiting a Sales Team by Getting DISC Right Part 3 cover
Talent Acquisition

Effortlessly Recruiting a Sales Team by Getting DISC Right Part 3

Gut Instinct vs. Data-Driven Insights

In the realm of sales hiring, there's been a long-standing debate about whether intuition should play a role in the hiring process. Relying purely on gut instinct, however, can be a slippery slope. While intuition can sometimes provide valuable insights, hiring the right salesperson takes more than just gut instinct. The beauty of DISC lies in its ability to provide concrete, actionable insights that go beyond mere hunches.

The young man from dumbbells and the card against gym apparatus
Sales results are closely related to sports results

Navigating the Complex Landscape of Sales Recruitment

Incorporating DISC into your hiring process doesn't mean casting aside other valuable techniques and insights. Instead, it's about augmenting your existing strategies with more refined tools. Just as an artist doesn't rely on one brush to create a masterpiece, recruiters shouldn't be limited to a single tool or method. By leveraging a combination of gut instinct, proven hiring techniques, and the data-driven insights provided by DISC, hiring managers can significantly enhance their chances of identifying and recruiting top-tier talent.

A Proven Track Record: The Advanced Hiring System Advantage

For over two decades, the Advanced Hiring System has been at the forefront of revolutionizing sales hiring. With a success rate that more than doubles that of conventional hiring practices, the methods employed are tried and tested. At the heart of this success is a deep understanding of the unique demands of sales positions and a commitment to leveraging cutting-edge tools like DISC to achieve unparalleled results.

Conclusion

Effortless sales hiring isn't just a buzzword; it's an achievable reality for those willing to embrace innovative tools and techniques. By integrating DISC assessments into the hiring process, sales managers, VPs of Sales, and CEOs can confidently navigate the often-tumultuous waters of recruitment, ensuring their teams are equipped with only the best. After all, in the high-stakes world of sales, settling for anything less than the best isn't just suboptimal—it's a recipe for stagnation.

If you’d like to schedule a free Science of Sales Hiring Strategy Session where we’ll help you analyze your current strategy and make specific suggestions, click here and book a meeting.

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recruiting a sales team
Talent Acquisition

Recruiting a Sales Team: Targeting Sales Candidates Who’ve Got the “Right Stuff” | Sales Staff | Outsource Sales Team | Hire Sales Rep Commission Only

We recently interviewed 171 sales leaders about the results they are getting recruiting a sales team and targeting sales candidates. Their feedback surprised us.

Many Sales Leaders (SL) admit a growing frustration with the results they are getting.

Job Boards, Headhunters and Staffing Agencies have become increasingly more costly. But the increased prices have not improved their ability to target sales candidates who hit the ground running, resulting in more recruiting, but lower retention.

In our interviews, many Sales Leaders told us that when they are hiring salespeople they are not really confident that they are targeting the best applicants. Too many candidates have had their LinkedIn profiles and resumes professionally edited, making it increasingly harder to tell the superstars from the duds when selecting candidates to be interviewed.

Then we followed up with the few Sales Leaders who indicated satisfaction with the sales recruiting process. What are these Sales Leaders doing differently? How are they recruiting sales candidates who turn out to be stars?

We asked these SLs exactly that and here is what they said:

1. Make sure your ad tells the full story.

The best sales applicants are looking for a career, not a job. Make sure you’ve taken the time to review and update your Comp Agreement. Make sure it is realistic and rewards top superstars who are looking to apply their extraordinary talents at a company that values them. When top sales talent reads your ad, they need to know if they apply their 110% effort, your company will make sure they are compensated accordingly.

2. Use profiling tools.

The most successful SL’s all use profiling tools. They report having often switched between various testing services until finding one that consistently identifies the “diamonds” among the flood of applications. Todays “click and apply” environment means applicants make no effort when applying. Successful SLs find profiling gives them a better understanding of who are the best candidates. They have a realistic understanding of what makes a true top performer and avoid the “previous sales experience” search which rarely, if ever, succeeds.

3. Interview with purpose.

In our interviews, SL’s told us their meetings with sales talent having a clear, meaningful set of questions, presented in the right order. And they talked about how the “make them sweat” overly long interview results in less, not more accurate sales hiring. These SLs use the interview as a getting to know you with the candidate. Every SL said they never hire with less than three interviews, but because the interviews are scripted, they can keep them shorter without losing the ability to find whether the candidate is a match for their company culture.

Share this feedback with your SLs so they can hire more quickly with greater accuracy. If you'd like to learn how to find new high quality sales team members check out our 4 Things You Must Do To Consistently Hire Top Talent

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Recruiting a Sales Team
Talent Acquisition

Secrets of Recruiting a Sales Team – Straight from the Sports World!

Recruiting a Sales Team? If you're in the game of recruiting a sales team, there's a playbook you might not have considered looking into – the world of sports! Believe it or not, the strategies employed by sports recruiters have plenty of crossover with the business realm, particularly when it comes to forming a sales team.

First and foremost, let's look at the players on the field. In both sales and sports, you're seeking individuals with exceptional talent, determination, and a competitive spirit. Just like a basketball scout looks for athletes who can dunk and dribble, a sales recruiter seeks out individuals with excellent communication skills, product knowledge, and the ability to close a deal. The drive to succeed is a key component in both worlds.

Drafting for Versatility

When drafting a sports team, one doesn't simply focus on one type of player. A diverse range of skills and positions are necessary to build a balanced and versatile squad. Similarly, when recruiting a sales team, a mix of prospectors, closers, and customer service experts can create a well-rounded team that can tackle any situation. Diversity, in terms of skills and perspectives, drives success on the field and in the boardroom.

The Power of Teamwork

Sports recruiters don't just look for star athletes; they seek players who can work as part of a cohesive unit. The same goes for sales. While individual talent is crucial, the ability to collaborate with others, share knowledge, and work towards a common goal is what often makes or breaks a sales team.

Training and Development

In sports, recruitment doesn't end when a player is drafted. They're continually trained, coached, and developed to reach their maximum potential. When recruiting a sales team, this principle is equally relevant. Onboarding is only the start; continuous training, feedback, and skill development are what turn a good salesperson into a great one.

Scouting for Potential

Lastly, sports recruiters often scout for potential, not just immediate ability. They identify athletes who, with the right guidance and training, could become top players in the future. This forward-thinking approach is equally valuable when recruiting a sales team. A candidate might not be the perfect fit right now, but with time and investment, they could become your sales MVP.

Recruiting a sales team doesn't have to be a shot in the dark. By borrowing strategies from the sports world, you can build a powerful, diverse, and versatile sales team that's ready to win, both now and in the future. So, let's lace up those shoes, step onto the field, and start recruiting your all-star sales team today!

You’re invited to book a free Science of Sales Hiring Strategy Session where we’ll review your current strategy for recruiting a sales team with suggestions on optimizing your system

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