Finding the Right Candidates
Mark Gundlach, co-founder of Build Staffing Group, discusses why recruiting for sales can seem more difficult on the surface and what companies should be looking for when recruiting salespeople. He stresses the importance of knowing exactly what you are looking for as well as your core values.
This Sales Expert Interview covers:
How to attract top salespeople
- Algorithms aren’t always the best course of action when hiring. Mark’s company goes into a bit more detail.
- Let’s face it. Money talks. If you have a compensation package that resonates, that certainly helps. You can offer equity if you’re a startup.
- The salesperson has to buy into what they are selling. If they don’t believe in the product or service it’s a losing battle.
Turnover
- It’s extremely common for people today to switch jobs after 1-2 years. So you should really be constantly recruiting.
- Companies need to get more comfortable with this idea and figure out how to make it work for them.
- Turnover isn’t necessarily a bad thing. It prevents people who have been there for a long time from getting too comfortable.
Generational changes
- Salespeople should put their numbers in their resume. Recruiters and hiring managers want to see a track record of success.
- A college degree shows that the salesperson has completed something from start to finish.
- More and more companies are asking salespeople what they are passionate about.
- Remote working is becoming more and more prevalent, but Mark says some of their clients still won’t consider candidates who live too far away.
Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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