Sales recruiting is the biggest challenge most entrepreneurs face.

I’d like to suggest the reason for this failure — and why leading sales managers get sales recruiting right.

Let’s say you’re out to sell the dream account. When it’s time to close do you focus on what’s most important to them? Of course you do!

You wouldn’t consider talking to them about what’s important to you. You wouldn’t tell them to buy now so you can buy a new car or pay for your kid’s tuition.

Yet most sales recruiting ads — which is the beginning of the sales recruiting funnel, fail here big time.

Let’s step back. Ask yourself what makes a good salesperson?

Now of course they need to be persuasive and enjoy the process of influencing others.

But there’s one thing missing from this… their values. What gets the best salespeople out of bed in the morning?

A little trick I learned years ago from Bill Bonstetter is “Values Rule the World.” This is a key finding for sales recruiting.

So what are the key values of a top sales performers? According to Abraham Maslow, the father of American Psychology, salespeople are “high practicals.”

Salespeople want to figure out “where can I get control? In todays world that means “Where’s the Money and Where’s the Power?”

In your ad you’ve got to show them that your job is the key for them to reach their goals. And that is why the leading sales managers start with a Compensation Strategy.

Starting with your Compensation Strategy makes it easy to write the ad.

The converse is also true. Looking at most sales recruiting ads you can see why applicants are not applying.

We’ve put together a quiz that will help you figure out the best way to get your sales recruitment working. Click the button below and in a minute you’ll have our suggestion to solve the challenge of sales hiring.

A recent study in market trends indicated that the sales training business is poised to grow nicely over the next several years. Huh? It seems counter intuitive that anyone would be thinking about spending money on things not deemed essential under the current circumstances.

I have to agree with the prediction in that I believe it will be the sales department and its team that will be the instrument of recovery for most battered businesses. It is not as complicated to”flip the on switch” for the production side of most businesses as it is to get customers to start buying from YOU again. Therefore, your businesses survival is contingent upon the ability of your sales team to get business rolling again.

Back to the prediction about training and training in general. It is likely that you will see benefit from getting some sales training on how to sell in the new reality. General sales training might not be as valuable or important right now. We’re selling in a new reality right now and nobody is sure exactly what to do to get customers buying again.

Training certainly has its place in any sales team, in fact it’s incredibly important. Especially for new members of your team.

Even more important than training, however, is that your sales team has as many top producers as possible. And by top producers, I mean entrepreneurial, driven closers who will figure out how to make sales in any environment. Therefore, before even thinking about spending money on training, you should be looking at who you have on your team.

There is a ton of sales talent looking for work right now. More than in the last decade at least, maybe in the last 50 years. You should always be recruiting new sales talent. Now is a great time to be doing it in preparation for your business grabbing more than its fair share of the market. Hiring real sellers can be tough. If you’d like to learn how a strategic system for hiring salespeople can make a huge difference in your business recovery, click HERE.