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Effortlessly Recruiting a Sales Team by Getting DISC Right Part 2

The DISC Advantage in Recruiting a Sales Team

When recruiting a sales team, thinking about the integral components that ensure the efficiency of a hiring system, it's impossible not to give the spotlight to DISC assessments. Why? Well, the DISC model provides insights into a candidate's dominant behavioral traits, which can be crucial in understanding if they're the right fit for a sales position.

Recruiting a Sales Team and Sports
Recruiting a Sales Team and Sports

Sports and Sales: An Unlikely Parallels

Let's sidetrack for a moment to the world of sports. The intricacies of recruiting a stellar sales team share surprising parallels with strategies employed in the sports world. In sports, every team member must exhibit certain qualities to ensure the team's overall success. Similarly, in sales, it's not just about individual performances, but how well they can integrate and amplify the team's collective capabilities. And this is where the DISC assessment shines.

The Jolt Effect: Mastering the Initial Impact

It's no secret that first impressions matter. But in sales, it's not just about making a good impression; it's about mastering the 'Jolt Effect.' Wondering what that is? Dive deep into understanding how to recruit salespeople who master this phenomenal effect. The idea behind this is simple. Salespeople should be able to jolt prospects out of their daily routine and captivate their attention. But how does DISC come into play? Well, it offers recruiters a roadmap, an insight into whether the prospective salesperson has the inherent qualities to generate this jolt.

Targeted Hiring: Not Just A Buzzword

Gone are the days when casting a wide net and hoping for the best was a viable strategy. In today's ultra-competitive landscape, targeting the right sales candidates has never been more critical. The DISC assessment offers an unparalleled advantage here. It allows hiring managers to tailor their approach, ensuring that they are not just filling positions, but are bringing on board individuals who can genuinely drive growth.

"The future of sales hiring lies in precision. It's about knowing, with unwavering certainty, that the person you're bringing into your team will be a game-changer." – Alan Fendrich, CEO of Advanced Hiring System.

To schedule a free Science of Sales Hiring Strategy Session to for a detailed analysis of your best sales hiring practices here

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Hiring the Right Salesperson
Talent Acquisition

Gut Feel Sales Hiring — Hiring the Right Salesperson Takes More Than Just Gut Instinct

In the realm of sales organizations, the challenge of hiring the right salesperson has often led us down a tricky path of hasty, gut-based selections. All too often, these decisions result in a mediocre sales team, a pitfall underscored by Peter D. Widdle, a Staffing and Hiring writer for the Wall Street Journal, in his insightful dissection of Malcolm Gladwell's book, Blink.

Widdle, respected for his shrewd understanding of recruitment dynamics, extrapolated Gladwell's theory – most people's tendency to make quick, gut decisions – into the field of sales hiring. This approach, while valuable in certain situations, may not yield the best results in recruitment, as many managers battling a low 20-25% sales hiring success rate have discovered.

Yet Widdle does not wholly dismiss Gladwell's model. He instead proposes a method of sales candidate targeting that uses this quick decision-making trait to our advantage. The logic is simple: if candidates are making snap judgements on job postings, our advertisements must be designed to immediately engage and captivate potential salespeople.

Examine your current job ads critically. If they lack the allure of competing ads in your sector, then consider a rewrite. Utilize the invaluable resources from the AHS Ad Writing Module in the Member Area. This module provides an array of elements that form compelling ads, providing a strategic edge in your search for quality candidates.

The complexities of sales hiring can seem daunting, but with the right sales hiring tool, it becomes manageable. If you're encountering difficulties in designing effective job ads or any aspect of sales hiring, reach out for assistance. Our aim is to facilitate your recruitment process, ensuring you build a strong sales team that drives your organization's success.

Ultimately, it takes more than just gut feelings to succeed in sales hiring. By making strategic adjustments, particularly in attracting candidates, we can turn instinctive decision-making into a more productive and effective process. It's time we learned from Gladwell's 'blink' moment and apply it to our recruitment efforts. This way, we improve our chances of not just hiring a salesperson, but hiring the right salesperson. The process of how to recruit salespeople becomes more of a science than an art, leading to more consistent results. Schedule a free Science of Sales Hiring Strategy Session where we’ll review your current approach to hiring salespeople.

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recruiting a sales team
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Effortlessly Recruiting a Sales Team by Getting DISC Right

In the 21st-century business world, recruiting a sales team is more art than science. It's about understanding nuances, reading between lines, and most importantly, not relying solely on gut feelings. It's about *effortlessly* achieving hiring brilliance. If you're in the realm of sales hiring, especially in leadership roles such as a Sales Manager, VP Sales, or even the CEO, the term DISC shouldn't be unfamiliar. But how can you maximize its potential? Let's dive in.

Portrait of successful senior businessman interviewing young woman for job position in office, copy space
Successfully recruiting a sales team requires going beyond “gut feel”

The Pitfalls of "Gut-Feel" in Sales Hiring

We've all been there. A candidate walks into the room, oozing charisma, commanding attention, and spewing impressive numbers from their last gig. The temptation to rely on one's gut instinct in such situations is not just palpable but often acted upon. Yet, as experts at Advanced Hiring have observed, hiring the right salesperson takes more than just gut instinct. Drawing parallels from this insightful article, gut-feel is at best an indicator but never the ultimate judge. It's comparable to setting sail with a compass but no map.

“In hiring, instincts can guide, but data should decide.” – Anonymous

Sports and Sales: A Playbook for Recruitment Success

Did you know that recruiting a top-tier sales team has striking resemblances to selecting a world-class sports team? Both scenarios require identifying potential, nurturing skills, and more than anything, ensuring that the person fits seamlessly into the team dynamic. According to an intriguing analysis, the sports world harbors numerous secrets that can revolutionize sales recruitment. For instance, scouts in sports don't just look at an athlete's current performance but also their potential trajectory. Similarly, in sales hiring, gauging a candidate's future potential is as vital, if not more, as their current prowess.

A Bullseye Approach: Targeting the Right Sales Candidates

To make your sales recruitment truly effortless, you need a bullseye approach – one that targets the right candidates from the outset. The era of casting a wide net and hoping for the best is over. Today, it's about precision, depth, and relevance. How can you ensure that your recruitment campaign is attracting not just many, but the *right* salespeople? This guide on targeting sales candidatessheds light on this very subject. Among the gems it reveals is the importance of clear communication – projecting precisely what you seek in candidates to attract those who align with your vision.

Jolt Your Recruitment: The Electrifying Effect

Every now and then, sales teams need a 'jolt' – a new hire who brings in fresh energy, perspectives, and strategies. Such individuals are not just contributors but catalysts. They accelerate growth, inspire colleagues, and redefine targets. So, how do you recruit salespeople who master this jolt effect? Well, it's not as mysterious as it sounds. Here's a deep dive into this phenomenon. Spoiler: It's not about flamboyance but authenticity.

To be continued…

To setup a free Science of Sales Hiring Strategy Session where we take an in-depth look at ways to improve your efforts to recruit a sales team take a look here

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