recruitment
Many SMEs have recruitment processes that are not geared to finding
quality talent. Thus, staff often find themselves executing a variety of
tasks to plug certain skills gaps, even though they might not be the
most skilled in those areas. This can naturally affect the long term
potential of a business.
Whatever the competencies of the job, in my 25 years plus experience of
working within the direct sales environment, I have very quickly learned that
having the right ‘attitude for sales’ is the most important attribute for a selling
role. Without the right attitude, no matter how skilled an individual is, they won’t
last the course, and I’m sure you know how costly sales person churn can be.
I have mentored and trained sales novices who have such a great attitude
that they very quickly learn the skills of selling and do an outstanding job. Finding
people with the right attitude is a skill in itself. Just as selling is a numbers game,
so, too, is recruitment of the right people. Don’t get frustrated if the first five or ten
people you interview are not right for the position. It won’t be ideal from a time
perspective, but having the wrong person in the job is perhaps more painful.
There are a number of key factors that contribute to the attraction and
recruitment of sales talent. Here are eight tips to factor into your recruitment
process.
1. Build a talent pool
Networking and keeping in touch with talented sales people whether you are
recruiting or not can help to build a candidate base for the future. Make this an
ongoing process.
2. Use social media
Social Media is an important way to link with and attract people and make them
aware of your company.
3. Local connections
Your local area might have an employment graduate programme with incentives
for your company. This could be a cost-effective way of finding a stream of
potential graduates that could serve your purposes. When taking on new sales
people, make sure you have a detailed training programme to give them the best
possible start.
Recruiting and
retaining sales
talent
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19
Over a third of smaller UK
companies are struggling to
recruit employees with the
necessary skills to help their
businesses grow, according to
a report from Albion Ventures.
Here, sales development
consultant Parin Sachedina
explains how to recruit and
retain sales talent.
Continued...
