I’ve frequently pointed out, both verbally and in my writing, the need to pivot sales during this crazy time. For example, up until when the pandemic hit it was extremely difficult to attract sales talent. There were more sales positions than qualified people to fill them.

Well, in the blink of an eye, that all changed. Companies have had to put hiring plans on hold and in some instances have had to furlough or lay-off teams of salespeople, either because the market evaporated, or other parts of the company could not support the ramp-up time associated with new salespeople.

Expand, Not Cut

Since the start of this year, I had been thinking it would make sense to add a professional high-level salesperson to my company. Then the virus hit and the economy began to suffer.

But I am a contrarian and like to find the silver lining in each situation. So, rather than hunker down and hope to weather the storm. Or cut costs and reduce spending, I decided to take advantage of the turned market, and hire a professional to enhance our sales efforts. I followed the same process we teach clients:

Now is the Time

At the beginning of the year, it was brutally difficult to find quality sales talent to fill positions. Everyone was comfortable and virtually nobody was compelled to leave their current position. The economy was strong, and demand was high for all sorts of products and services.

Now that the market has contracted, there are excellent salespeople who are more open to making a move. We are the beneficiaries of the market turmoil. By following the process outlined above, and with the help of the Objective Management Group’s candidate assessments, we succeeded in hiring a superstar.

Meet Steven Olkie

I’m pleased to introduce our new Business Development Director, Steven Olkie. He is a consultative sales professional with a decade of experience across multiple industries. Steve believes that understanding a client’s unique challenges in-depth is the key to internalizing how to really help solve their root problem or need, and he has helped businesses of all sizes ranging from small to Fortune 500 companies accomplish their mission and ensure success.

Steven and his wife reside outside Cincinnati, Ohio, raising their 3 children, ages 2 to 7. In his spare time, Steven likes to catch up on his sleep, perfect his golf game, spoil his kids with almost daily afternoon ice cream or Popsicles, and enjoy relaxing evenings.

What makes Steven special is that he finds great satisfaction and fulfillment in truly being an expert in his craft. He won’t stop digging and learning until a concept or problem is fully understood. You will find that he loves to help people and takes pride in his daily accomplishments, both in the office and at home.

In short order, Steven has become well-versed in Braveheart’s suite of services to help transform sales organizations. His knowledge includes understanding the various tools and resources we use to craft unique solutions for our clients. I am excited that with his genuine inquisitive nature, his interest in helping clients succeed and his willingness to do what is necessary to excel, we will help even more clients reach their revenue and profitability goals.  Steven is a great addition to our team!

How to Hire Great Salespeople Like Steven

Download a Sample Sales Candidate Assessment if you would like to see the type of sales-specific information we used in our hiring process. If you would like to learn more about the details of that hiring process or more about our numerous revenue and profit acceleration services reach out to Steven at solkie@braveheartsales.com. You will enjoy meeting him.