“I’ll argue that the focus on recruiting needs to be upgraded from important to urgent.”[note]Page 56[/note]
It has to be a priority. I’m sure a recruiter is reading this right now and laughing at how obvious this statement is. Or, “Don’t tell me how to do my job, Jordan. You don’t have any idea how hard it is to find legit candidates.” You’re right, I don’t. But I can tell you that I get approached at least once a week with some lame ass excuse as to why I should leave my company and go work for theirs.
Finding the right people takes time. If someone is a passive candidates, meaning they already have a job, you really have to convince them to take your call. The job market is good enough right now that people can turn down job offers. Keep that in mind when you’re sending a generic LinkedIn InMail to someone. Why should they listen to you?!
“I felt that if I could get the right people into the system, even if I did a mediocre job at training and management, they would find a way to win. But if I got mediocre people in, even if I did a world-class job at training and leading, it wouldn’t matter.” – Mark Roberge[note]Page 58[/note]
That really says it all. People are a HUGE part in the process of having a successful company. If your people suck, the business is going to suffer. If hiring isn’t going to be a priority… how do you expect to get good people?
Passion… the people you hire must have passion for sales! Passion helps you overcome continuous defeat. I once had an entire month where only one person picked up the phone when I called. They hung up on me right away. I made a few hundred calls that month and felt destroyed. My internal drive is what got me through that rough month.
“All the cash, leaderboards, and praise in the world can’t keep someone striving in this role. It has to come from within.”[note]Page 61[/note]
Now, if you’re only going to be in this role until you figure out what you want to do… money can definitely help. A lot of grads jump into sales because they have a business degree and that’s what you do. Then they realize that they weren’t cut out for sales… If you want to excel and have a career in sales, it must come from inside!
Competitiveness is another HUGE trait salespeople need to have. Recruiters typically target athletes because they’re competitive. Have you ever heard of the company ‘Athletes to Business’? I shouldn’t have to explain that business model, but it makes sense, right?
Lately, I’ve been hearing about companies creating such a competitive landscape that people are backstabbing their own coworkers to get a sale. WTF is with that!
“Alison Gooch shared that she looks for ‘compassionate competitors-reps who like to win, but not at the expense of their teammates.'”[note]Page 62[/note]
Don’t create such a cut-throat culture to where people are screwing over their own co-workers for an extra buck. That doesn’t end up working well for anybody. If you’re a manager… you’d be the one to decide who gets the bigger paycheck, etc. That would suck, if you ask me.
Another great trait that should be considered when hiring salespeople is curiosity.
“Curious people ask the best questions. Reps who are genuinely curious have an advantage when prospecting. Questioning is in their DNA; they don’t have to fake it.” – Peter Gracey[note]Page 63[/note]
That’s another awesome way of putting it. The questions become genuine and the prospect feels better about telling the salesperson their problems.
Bertuzzi writes about how to write compelling job descriptions, interview questions, compensation plans… all of the things that attract BDR’s and sales people. Each organization is going to have their own process for these, but I highly recommend reading her examples. These examples could help you lower your attrition among salespeople.
There’s more to come from me about:
The Sales Development Playbook | Trish Bertuzzi
Get “The Sales Development Playbook” on Amazon.
