Hiring good sales talent is like trying to find Clorox wipes right now. Both are nearly impossible to find.
You may see a social media post that a nearby store has restocked…but by the time you get there, they are gone. Clorox wipes will one day hit the shelves again, but top sales talent will remain as hard to secure…so remember this feeling!
I was at the store a few weeks ago and spotted them- two glorious canisters of disinfectant wipes left on the shelf. I was so excited that I didn’t even look closely at the packaging. Sure, it wasn’t Clorox brand…BUT I FOUND CLEANING WIPES! Two snaps for me!
I’ve never been more excited to clean my house.
I opened the canister and was struck with the worst smell flowing out and a very strange texture to the tissue. They may have looked like Clorox Wipes on the outside…but they were something very different and not at all what I expected or needed. The disappointment was real as I tossed them in the garbage.
I need disinfectant wipes NOW! Why didn’t I look earlier to stock up?
This is how sales recruitment goes ALL.THE.TIME… not just in a pandemic.
To hire the best sales talent for your organization, you have to understand you can’t just launch a search and expect to find the right fit quickly. It is a courting process. If you launch a reactive search, you’ll experience recruitment fatigue and likely make a poor hiring decision. Hiring the wrong salesperson has a bigger impact than any other function.
The best sales people are gainfully employed, killing their metrics/goals and getting paid competitively. It takes a significant change in business or lives for them to consider a job change. Timing is EVERYTHING with sales recruitment. There is usually a very small window to secure them into your organization and the stars must align!
They need to know who you are and the opportunities you foresee at your organization. You need to know who they are, what they are capable of. Be proactive! When they are ready to make a move, you want be the first company they call.
Keep in touch with 3-5 candidates in case you find yourself needing to hire. The ROI on this effort will do more for your business than almost any other activity.
It may not seem like it, but this method is the least cost to your business. If you outsource the recruitment to pipeline (which I may be biased, but you NEED to when pipelining for it to work the way it’s designed to), you will likely pay significantly less AND get the Rockstar sales person you need to elevate your business (not to mention, make your life a lot easier).
If you don’t, you are likely in for a long recruitment process, lost revenue and a higher cost per hire.
Whether it’s Clorox wipes or hiring sales talent, you can’t wait until the last minute to start looking.
To learn more about pipelining contact me at: firstname.lastname@example.org
Written by: Allie Milbrath, CEO
Bottom Line Growth Recruitment