Sales Hiring Tip #2: Attracting the RIGHT Candidates

If you missed our Sales Hiring Tip #1, please check it out here

Now you’ve identified the Ideal Salesperson how do you attract them? To answer this, I need to tell a story.  I’ll change the names to protect the innocent and the guilty.

Kyle owned a mortgage company and was looking to expand his sales team by 6 and add a Sales Manager. He mostly did Vet. and Re-Fi loans. He had a great marketing program and was producing more leads than his staff could keep up with. You know leads are like bananas, the older they get, the faster they rot. Kyle had tried the traditional approach with typical adds on job boards, but that wasn’t working.

We learned that Kyle had four large telesales companies in his market with over 10K employees combined. We also reviewed his adds; they were very typical. Describe the company and the opportunity. Blah! Blah! Blah!.

You know the difference between a professional fisherman and an amateur? Besides the sponsors and being able to fish for a living? It’s about $200K a year! The reason is simple. Amateur fishermen put something on the line, cast and hope to catch something. Professional fishermen know seven factors determine where the fish are and what to throw and how fast to retrieve it. They are Barometric Pressure, Cloud Cover, Bottom Structure, Season, Natural Bait, Water Color, and Water Temperature. Put those together, and the professional know what to do to catch fish under most every condition.

Same goes with identifying salespeople. Once you identify who they are, what they do, how they do it and where they do it, you just need to get the bait in front of them.

Once we identified the Ideal, we wrote adds to our unique style using our proprietary process and placed them in non-traditional places near and around the telesales offices. The floodgates opened up, and Kyle hired six super-stars in less than three months.

Stay tuned for our next Sales Hiring Tip.

Need more information on how to change your business for the better! →Click Here

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Author: Rocky LaGrone

Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

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