If you are hiring salespeople in this competitive market, you need to be ready to compete for the best talent. Here are 5 tips to attract and hire the best salespeople:
Get Compensation Right
In this market you must be prepared to give any strong salesperson a 10-20% increase in compensation when they join your team. Signing bonuses may also be necessary. If the person has a proven track record, avoid placing caps on their variable compensation.
Use Pre-Hire Sales Specific Assessments
The Objective Management Group’s pre-hire sales specific assessment is the best in the market 11 years running. This tool accurately predicts sales performance. It reveals the level of coachability, drive, motivation and evaluates 21 core sales competencies in ways even the most experienced interviewer cannot. It also uncovers any weak area(s) so it takes the guesswork out of hiring.
Provide Opportunities for Growth and Advancement
Great salespeople want to join great sales cultures. This means they want to be challenged to excel, held accountable and at the same time have the opportunity to get promoted, earn more money and master new skills and the latest technology.
Deliver Results with a Mission
Great salespeople want to work in companies who are delivering results to customers and as a result creating a better world. These organizations are clear about their purpose and mission and document their impact and the results they create.
Provide Best in Class Leadership
Great sales leaders continuously improve processes and technology, enable execution, target the right customers, set the best strategy, set aspirational but reachable goals, then coach in a way that provides value with each interaction with consistency that creates accountability. They avoid micromanagement and measure only those actions that result in sales.
Get these 5 things right, and you will not only attract and hire the best sales talent, you’ll keep them for a long time.