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Ten Tips for Recruiting Sales People Successfully
| Guest post by: Mark Tewart |
Article Overview: Tips for Recruiting Sales People Successfully
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Ten Tips for Recruiting Sales People Successfully
Sales people provide life for all companies.
If everything starts with sales people, it only makes sense to make sure that you are recruiting the best potential sales people.
Tip 1: Recruit from want, not need. Make recruiting an everyday activity. Don’t wait until you need it.
Tip 2: Have a strategy to recruit people all the time. To orchestrate a successful ongoing recruiting program you must first have a game plan. Plan and develop a flow chart of your desired results. Write down the obvious. You must know why you are looking to create a recruiting strategy. “When the why gets strong, the how gets easy.”
Tip 3: Know who is in charge of recruiting and his/her qualifications. People must be educated on creating and orchestrating a strategy that works. Don’t leave the who and how to chance.
Tip 4: Newspaper ads – the Sunday paper is full of ads for sales people. If you plan on using help-wanted ads as part of your recruiting, you must write the ad with the mindset of the good sales person you are looking to recruit. Use two age-old formulas: WIIFM – “What’s in it for me?” and AIDA – “Attention, interest, desire and action” when creating your ads.
Tip 5: Try using several avenues to recruit, such as full-color newspaper inserts, business journal classifieds, a banner ad on your Web site, local colleges, Internet job postings, radio ads, military bases, job fairs and employee referral programs. Never leave the vitality of your company to just one avenue of marketing. You must build a marketing web that has many marketing branches to attract good people.
Tip 6: Have an “ideal employee” profile. Know who you are looking for before you find them. When you’ve developed a precise guideline of what the perfect recruit looks like, you can begin your process with that in mind and then remove the emotions involved in interviewing.
Tip 7: Payment plans satisfy base-level needs of the potential recruit. Pay all recruits during training and guarantee them a living wage during their learning curve. Many potentially good sales people are not given the chance to ever enter the business. Lower the barriers of entry in order to find the best people.
Tip 8: Have at least 50 written interview questions. Don’t you show a sales person how to profile customers? Preparation is key to a good interview. Be ready with sub questions to the interviewee’s answers that allow him or her to elaborate and communicate in detail. A good interview will follow the 80/20-rule and allow the recruit to speak 80 percent of the time.
Tip 9: Test and profile a potential sales person. Anyone who has interviewed people has come across a great interview, horrible employee. A good recruiting strategy must utilize many tools to reduce the emotion and help to make a more logical and quantitative selection. There are many tools today that can be used to gauge the personality, sales aptitude, emotional IQ, intelligence and just about anything else you want to know about a possible future employee.
Tip 10: Don’t hire people based only upon resumes. If you want to hire good sales people, recruit and hire based on talent and attitude and teach them the necessary skills. Recruiting and hiring effectively is a continuous process that is both part science and being creative. Having a consistent plan will make your recruiting a success.
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Related Forum Posts
Business Tips
- How about:
Tips for managers to handle employees more effectively?
Tips on how to deal with difficult customers?
Tips on how to deal more effectively with suppliers?
The only three I have in mind right now, but will try to come up with something else.
Chris
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
What is your hit ratio?
- Like most entrepreneurs I have more ideas for where I want to take my business than I can handle. I believe in the "fail early, fail often" philosophy and try to find small ways to get started on a project to see if it has any legs.
I would estimate that for every 50 things I try, most of them don't have an impact for me, 10 of them have a slightly positive impact, and 1 hits it really big. Some of my big wins over the past few years have been:
* Learning the ins and outs of search engine optimization to drive traffic
* Putting up and optimizing Google AdSense ads to monetize the website
* Deciding to be the leader in profiling famous entrepreneurs online
* Recruiting outside authors to help contribute to the website content (now have over 25,000 pages)
* Creating the entrepreneur forums
* Bringing on staff to help cope with the daily amount of work required to keep things running smoothly
What is your hit ratio and some of your big wins?
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