Talent Acquisition

Sales Recruitment: First Things First

One of the first things I ask a new prospect for our service is that they explain to me how they are planning to compensate their new sales representative. Remarkably, it’s not infrequent that they provide some ideas of what they think they’re going to do. I immediately wonder if they are also unsure of exactly what they want their new hire to do.

Anticipatiom
Photographer: Ariel | Source: Unsplash

Failing to develop a compensation plan that really rewards productivity is likely to doom the organization to high turnover of top performers. If your number one seller doesn’t make a LOT more money than the average, count on her to be open to better offers. Sales should be a true meritocracy where the best producers are clearly rewarded and appreciated.

And don’t think that little perks, like an extra day off, will be the same as being compensated monetarily according to performance. A real seller, making six figures, is going to see an extra day off as a cut to his income. Weekend work is routine for top performers. So how is an “extra day off” going to be of any value?

When thinking of compensation plans, first know what you really want the seller to do. Are they responsible for managing existing clients and growing revenue from them? Or are they responsible for developing new accounts? Focus the upside of the plan on achieving the predetermined goal. And don’t be stingy for exceeding the goal. Look for ways you can include profitability bonuses in the compensation plan. A seller who brings in deals more profitable than expected should be able to share in the extra dough. Talk about a motivator! It will make your top performers feel as though they have equity in the business as they’re sharing profits.

Shower rewards on the top performers. To learn more about compensation strategies and its impact on sales recruitment, click HERE.

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Keep Your Hands Off My Hiring System!

Take a look at what another of our long term clients has to say about The Advanced Hiring System.

Ten Plus Year Client Still Loves Our Sales Recruitment System

To learn more about the “Best Hiring Tool Ever ,” Click Here

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Talent Acquisition

Recruit Now!

While the recovery of the economy after shutdowns is far from done, we are seeing more activity in hiring for many positions across most industries. Hotels, a segment that has been particularly hard hit, are starting to see some improvement in occupancy and revenue per available room, an important metric in the industry. As this continues, the pool of talent we’ve been discussing for several months is shrinking. If at all possible, recruit now!

Photographer: Jake Stark | Source: Unsplash

We’ve been talking about the huge talent pool available for several weeks, if not more. That pool is starting to shrink as companies that are able to begin hiring are doing so. And the talent most important to recovery, as we have been stressing for weeks as well, is sales talent. Great sellers are going to be the key to pulling your business out of the unprecedented downturn we’ve been through. The number of available sellers is shrinking a bit every day. Every hour. Right now.

Therefore, it is time for us to talk about the first step in filling your pipeline with solid candidates to grow your sales team. We’ll focus first on making sure your recruitment ad will attract the right type of candidates. We focus our client’s efforts on seeking money motivated persuaders. And there are certain words and business characteristics that are more appealing to these people than others. It is important that you know them and use them.

The type of person you’re looking for will not be attracted to your ad touting the family atmosphere in your business. This is not to say that they aren’t nice people. Most are as the personality type generally seeks to get along with and influence people. We have many resources to help you write a job ad that will attract the right candidates. This is indeed the important first step in rebuilding a killer sales team. To learn more about how we can help you recruit top performing sellers, click HERE.

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