It’s pretty obvious, but few in HR get it. Unless you’re offering a monstrous signing bonus, remove the line “previous sales experience.” It should not appear in your ad.
Yesterday I was talking with a client, Chris, we’ve worked his with Financial Services company for more than 6 years. I called him because his sales applicant volume had doubled. What had he done to cause such an explosion in applicants?
He chucked, “I was finally able to convince the powers that be to try your advice. We finally dropped ‘previous sales experience required.'”
Too boot, more stars are applying as a percentage than before the change. (We can see the quality of his applicants in Member Area stats.)
You can find out more here
Here’s why you should remove “previous sales experience” from your ad:
Ask any experienced sales manager to count his best hires. Most have no previous sales experience. Our stats show less than 10%. Most of the greatest sales hires have a burning desire to make money and are willing to do what it takes. You are 9x more likely to find a star without previous experience.
Top performers in sales are making money and getting all the good leads where they are. Unless their current company is a disaster, good salespeople are on track to make more if they stay put. Good comp plans reward longevity.
Great training exists for newbies if you’re not up for the job of training. If you need a list of the real trainers, contact me and I’ll give you my list. We’ve been working with sales trainers for 16 years. Most are a waste of time. The good ones are worth getting to know.
We’ve got a checklist you can use to improve your sales hiring results here