Tweet

How to take advantage of the change in the employment market when recruiting for new sales staff

Guest post by: Wayne Berry

Article Overview: How to take advantage of the change in the employment market when recruiting for new sales staff

How to take advantage of the change in the employment market when recruiting for new sales staff

During these challenging times, the number of sales people in the market place looking for a new sales job will increase dramatically. So there will a lot more sales people to choose from when you are recruiting.

While this may seem to be a good thing, it is not. The sales people looking for a sales job are not where you’ll find the high achievers. There are always exceptions to this rule, but the real high achieves will not be looking for a job. They will be achieving outstand results where they are working now.

High achievers are found.

So high achievers are found. They rarely apply for sales jobs and you will find them, rather than the other way around.

So how will you find them?

My friend and mentor for 27 years, E James Rohn says, “To attract high achievers, first you must be attractive.”

So why should high achieves want to work for you?

It may surprise you when I say it is not likely to be for the money. Sure, high achievers want to earn the big dollars, but if they are successful where they are now, they are probably already making those big dollars.

Again, may I share one of Jim Rohn’s ideas with you. Jim says…

Don’t ask what you can make at your company, rather ask what can your company make of you.

It is important to understand this principle, because as I’ve just mentioned, they are rarely attracted by the money alone. High achievers will only work with professional high achieving Sales Managers, while turkeys will only work for turkeys. Many sales managers today, are sales managers because they were good in sales. But the skills that made them successful in sales, are not the same skills that will make them successful sales mangers. This is where we often start when we are working companies looking for growth. We start by training their sales managers.

So what opportunities beyond the dollars can you offer them?

What is the culture of your company? By the way, company culture comes from the top down, and sales people will always be a reflection of their managers.

High sales achievers will always be attracted to high achieving Sales Managers who have high achieving sales teams. So what is the culture in your organization like? Is it a fun place to work? Is it an environment where they can learn more and grow more?

Many companies now offer our 12 week, TOP GUN Sales Coaching Programme to all new recruits. During these 12 weeks they work one-on-one with their own TOP GUN Sales Coach and their Sales Manager. This takes them from where ever they are now, to an even higher level of achievement.

My friend and mentor E James Rohn also says “high achievers hang around with other high achievers, while turkeys hang around with turkeys”.

Use your high achieving sales people to connect you with other high sales achievers.

If you have high achievers on your team now, they probably know other high achievers who work either in your industry now, or are outside of your industry. So one

Find high sales achievers for yourself.

As you go about your business making purchasing decisions, seek out the true professionals. What a great way to “interview” future recruits. When you are purchasing, call the receptionist at the company and ask this person who is their best sales person. Then ask for that sales person to call you for a appointment.

It is really a good time to recruit sales people now. Opportunities are everywhere. So look out.

Related Articles
  Alternatives to redundancies have benefits
  Lesson #4: Make Your Market Your Manpower
  10 CEO's and the Impact They Have on their Sales Forces
  How To Find Champions For Your Business
  Window of Opportunity
  A Network Marketing Recruiting System So Simple That Even A Caveman Can Do it.
  Developing a Skilled Workforce for the Upturn
  Some Difficulties Recruiting Employees For A Small Business
  Recruiting Strong Salespeople - The Sales Candidate Pipeline
  Six bottom-line best practices in recruiting
  How To Use A SWOT Analysis To Improve Your Business
  What Makes You Think You Have a Sales or Recruiting Process?
  360 Degree Appraisals
  Staff Management – the Effective Way to Get Things Done by Other People.
  7.5.5 Vocationalising the school curriculum: Institutional design and capacity building
  Ten Tips for Recruiting Sales People Successfully
  Workforce/Workplace Forecast
  The Employment Tests Myth
  5 Questions Every Employer Should Know about Professional Employer Organizations (PEO)
  Top 5 Sales Recruiting Observations of 2010

Article Tags: negotiating, recruiting, sales, sales coaching, sales management, selling



Related Forum Posts
Re: The Death Of ClickBank. Is this true? - Hi topeyinka, I don't think CB is dead, not so quickly. This is a wide market and as long as there is a demand there will be offers. At the bottom line CB will continue to make money from their sales, and maybe one day they will change the way they work, who knows!?
Working with suppliers - Hi Mary, There are a lot of small buisness out there that might be willing to work with you and sometimes you can find them through the networking groups that are around. Post your needs on forums that are relevant to your business and you might be surprised. Perhaps put a wanted post on a site like craigslist, or freetouse sites, etc. Now I don't know if this site allows but you could maybe ask Evan or one of the other moderators to see if you could post asking what you need. I would look into the schools that offer self-employment programs because there may be someone that is starting a buisness with the supplies that you need and they would welcome your business. There is the YMCA self-employment program you can call them, Microskills is another place that offers a self-employment program which is especially geared to women. You might also remind your suppliers that you are investing money into their organization and that you may also bring in new clients if you are happy with their services. Do they really want to turn down your business? This of course you would do with tact.
How do you determine market size? - I'm in need of some advice here... I'm trying to determine the size of my local market. In this case it's the market for 'area rug' sales. Can someone tell me if I am on target with this? I get a little confused when there are so many zeros... Floor covering industry is at 25 b per year Area Rugs are at about 15% of this figure This equals about 3.75 b (I think) US population is at approx 301 m My region has a pop of 888,000 Is it as simple as dividing 888k into 301m ?? If so the projected sales will be approx $2.95 m Does this sound accurate enough for a business plan? Or can I calculate this another way?
Re: 7 Ways to Improve Sales Results Without Hiring New People - Hi Evan, Thank you for your post and link to 7 ways to improve sales results. I agree with you that many of the recommendations can equally be applied to affiliate marketers although at first glance it would be easy to dismiss them as only relating to direct office contact with sales staff. In this hi-tech world that we live in it is just as easy to support, coach, motivate and evaluate results with our downline or team by using modern media gadgets as if we were all in the same room. regards, Mal.
Incorporation question! - If a company is stagnant or a market you are engaged is saturated, it may be a big chance to switch the product or service. For a small business, I believe it is useful to change your name. But it is difficult to switch without going through a bunch of paperwork if you change a lot.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Using Social Media Marketing

Paint A Word Picture - Excite Your Customer

Link Pyramids

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.