3 Benefits of Continuous Recruitment for Sales

3 Benefits of Continuous Recruitment for Sales

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

On the sales manager’s list of tasks, recruitment ranks low among priorities. When there is a need for one or more salespeople, managers dive into recruitment and put all their forces into battle. Often, just to hire the “least worst” candidates at the end of the recruitment process. TWEET THIS

However, the trend is increasing that companies need to recruit salespeople continuously.

Obviously, the first benefit of continuous recruitment is the ability to hire more quickly when the sales organization […]

Hiring for Sales: Round Pegs Do Not Fit in Square Holes

Hiring for Sales: Round Pegs Do Not Fit in Square Holes

I was with a group of seven friends from college last weekend to help out a friend in need.  We have all been friends for over 30 years and we get together once a year.  What has been so fun to realize over the years is that we each have different talents.  And we each have different weaknesses.  This is not an earth-shattering revelation.  But, now we have the maturity to realize that different people’s talents can and should be used appropriately, rather than trying to get everyone to operate the same way.  We no longer attempt to put round […]

You Hired A Salesperson Who Has What it Takes to Succeed. Now What?

You Hired A Salesperson Who Has What it Takes to Succeed. Now What?

We work with many companies and help them dramatically improve their sales hiring effectiveness. Unfortunately, companies tend to ignore what happens after the interviewing, assessing and hiring are done. All too often, companies ignore the importance of having a systematic sales onboarding program in place.

The Sales Management Association recently released a research brief about salesperson onboarding. Two items that really jumped out at me from the brief are:

1. Those companies that have a very structured onboarding process and follow it consistently had the most positive results.

2. Consistently following a structured onboarding program shortened the time to productivity by 37%.

While these two […]

How to Get Your Sales Hiring Right

How to Get Your Sales Hiring Right

Sales hiring is not like any other type of hiring. For one thing, salespeople are the most difficult hires to get right.

Unfortunately, the cost of making a hiring mistake is high.

Statistics indicate that the cost of making a bad hire is between three and five times that individual’s annual compensation. That means if the base salary for a new sales rep is $36,000 per year and the company is superior at cutting ineffective salespeople free quickly (say, after three months) then the cost of one bad hire is $27,000 at a minimum. That is a very conservative estimate.

If they were making $75,000 […]

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

It appears that the unemployment rate is going down. That’s a good thing, right? It means the economy is growing. Consumption is up causing demand to go up, which will help sales teams sell more. This is good news right? Well, yes and no. While it may make it easier on salespeople to sell when demand increases, it makes it harder on sales managers to find quality salespeople to do the job.

I hear the cry of many an employer stressing over the difficulty they have in hiring good quality salespeople. I have witnessed countless clients struggle with this. Even during […]

Sales Assessments Are Not Created Equally

Sales Assessments Are Not Created Equally

I just had a conversation yesterday with a high performing Sales Manager about the use of assessments with her sales team. This is a frequent conversation I have with company and sales leaders so I thought I would share. Those of you that know me, know I am a devotee of the Objective Management Group (OMG) battery of assessments for many reasons. I want to highlight the differences between OMG sales assessments and personality-type tests, to help clarify why I trust OMG sales assessments above all the others.

Differences Between OMG and Personality-Type Tests:

1. OMG assessments were created specifically for the […]

Hiring Hunters: Don’t Rely on Luck to Hire the Next Great Salesperson

Hiring Hunters: Don’t Rely on Luck to Hire the Next Great Salesperson

One of the biggest challenges that middle market companies seem to face is the inability to attract and hire good quality salespeople consistently. Time and again it seems that they have had success with one or two hires but they can’t seem to duplicate their success. I believe it is because they got lucky and then tried to repeat the process of hiring another good one. Since it was luck the first time around that is pretty difficult to duplicate.

The Problem Is Two-Fold: 
1) Attracting the right candidates; and 2) Being able to pick out the ones that will work.

First, attracting the […]

Systematic On-boarding Programs Predict Success

Systematic On-boarding Programs Predict Success

As part of our work with clients, we sometimes help them improve their hiring effectiveness and efficiency by introducing an assessment into their hiring process. I have found that hiring managers occasionally get lulled to sleep believing that because the candidate was recommended by the assessment, and HR screened them that they will just step into the position and be a superstar. I wish it worked that way, but it doesn’t. As I discussed in this recent article there are six steps to successful sales talent hiring, and on-boarding is one of those steps.

Even the best, most precise process to select […]

The Six Steps to Effective Sales Talent Hiring

The Six Steps to Effective Sales Talent Hiring

One of the services we provide our clients is training to improve their sales talent hiring effectiveness.  The facts are stark.  Without a good process most companies have excessively high turnover rates, and the cost of that turnover is great.  National statistics indicate that it costs the employer between 3x and 5x the salesperson’s total annual compensation for each bad hire.  Fortunately there is a repeatable process that if the hiring managers will follow, will produce predictably great results. Here are the steps.

Determine whether you want to be proactive or passive in your approach.

What I mean is this.  Passive is […]

Onboarding Salespeople is Critical to Success

Onboarding Salespeople is Critical to Success

There are many sales managers and business leaders who believe that if you hire the right salesperson you can just turn them loose and they will excel.  Not true.

The first 90 days (if not longer) are nearly as critical as following a solid recruiting and hiring process.   First, “A” players will not settle for “B” management so you need to have a disciplined approach to onboarding and ramping up.  Second, you need to be able to articulate why customers buy from you, and how you are differentiated (or not) from your competitors.   Then be able to equip them with a […]