Delivering the Systems and Expertise You Need to Confidently Make Great Hiring Decisions
We’ve spent the last couple of months getting very familiar with sales recruiting and doing a lot of research as we’re seeing a huge up-tick in the number of sales roles we’re being asked to handle. It’s interesting that during a time of economic slowdown, companies feel like they can do the exact same things as they’ve always done from a recruiting perspective – but just hire more salespeople in the hopes that they might have better success.
Albert Einstein said that the definition of insanity is doing the same thing over and over and over again and expecting a different result. When it comes to sales recruiting – we feel like the time has come to make some changes.
The process that we feel like is far and away the best; it’s produced by the Objective Management Group. Dave Kurlan, the founder of the organization, wrote a book called Baseline Selling . His theories are simple: (a) if a salesperson thinks that $500 is a lot of money, how in the world are you going to get them to be successful at selling a $500,000 software package? (b) if a salesperson went to 8 car dealerships and researched online for 4 months and negotiated until he saved an extra $10 at one dealership over another, how can you convince them to not accept the statement “Let me think about it” from a prospect?
Dave’s got a great blog where he talks about his theories and views on the industry. My favorite line of his, “Chances are, the economy will loosen things up a little and there will be many more salespeople looking for positions as sales for products in their industries dry up. But employer beware, the first wave of available salespeople will usually be those that are least effective.”
This all brings me back to my original point: as the marketplace loosens up, and if you’re looking to hire new salespeople, make sure you’ve got a scorecard for measuring their past success, a process for really understanding what makes a prospective hire get up in the morning, and a compensation structure that guarantees that your top performers are paid what they deserve.