How to Hire Top Sales Talent
If you are a CEO or sales manager who’s been tasked with growing their team you need to take time to find and hire the best sales talent. It’s hard enough to find great people, but once you do how do you make them an offer that will get them choose your organization?
Assess Your Business
Before even deciding to hire more staff to expand your sales team, first take a look at the current state of your organization. Take the time to decide how many sales people to expand to, or if you should expand sales at all. The optimum opportunity is when the organization is in ‘growth mode’ or when the current sales resources simply can’t handle all of the opportunities. Here are a few other things to keep in mind:
- Expanding your sales team will take a toll on support. Ensure that support has proper processes in place to handle a potential influx of new customers.
- Ensure your organization has the bandwidth to support sales, this includes having proper budget to cover commissions and/or bonuses.
- Already have a sales department? Make sure that your current team is in agreement that more reps are necessary. The last thing you want to do is anger a seasoned champion by giving their customers/prospects to a new employee.
Offer More than just Commission
Salespeople are given a bad rap. They don’t all only value the bottom line dollar. Although if you are planning to make an offer it should be competitive with a base salary + some sort of commission at a minimum. The key thing to remember is that employees in sales are also employees.
Remember how we took some time to assess the current state of your organization? It’s not only to ensure that your company is ready for sales, but also to make sure that you have a culture that’s ready for growth. To attract the best sales talent, you don’t just need a good offer, but the organization needs to be built for sales engagement and motivation.
Here are a few ways you can stand out when you make an offer, without adding more money:
Flexible work schedule
The best salespeople work – a lot. Many times taking calls at odd hours, or going above and beyond to get a proposal done in a short time just to close the deal. Giving them the flexibility to rest and recover can be a big bonus.
Sales can be a thankless job, many leads with dead ends. Show your awesome sales prospect how you celebrate every little win at your organization. This can be through formal company events, a public leaderboard, 1 on 1 meetings, or a mix of all of these.
Build a Culture of Performance
Top salespeople like to compete, and they like to win. Remember this, and make sure to have a friendly, competitive sales environment ready to go. Brainstorm a few achievements that you can focus on, try to make these accomplishable for everyone, and see who can get those first. Maybe throw in a small prize at the end, or just do it for the bragging rights.
Remember, when you make an offer, you’re not just offering salary, benefits, commission, bonus, vacation package etc. But you are also offering your company, and everything that comes with it. By building your company into a growth-mode organization, you’ll attract top sales talent.