Jump-Starting a Stalled Sales-Recruitment Program

By Sabrina Balmick

Every sales-recruiting effort needs revving up now and again. For companies facing recruiting challenges, this means rethinking not only who they hire but how they hire. After all, you can attract the best candidates, but if your hiring process isn’t efficient, you’ll lose more candidates than you ultimately hire.

While building an entirely new sales-recruiting process from start to finish is no easy task (and requires continuous adjustment), there are a few processes you can address in order to make the most of your candidate pool.

  1. Job Specifications: You can’t build a great sales team without understanding the strengths and skills that work best for your organization. A recruitment effort stalls partly because managers and their recruiting partners rely on stale job descriptions and rigid hiring requirements. Forget the bullet points and focus instead on your current team. What are its strengths and weaknesses, and where can you capitalize on opportunities? Venture into the field to observe your sales team’s day-to-day activities. This not only allows you to gauge your team’s skill sets in real time, but it also provides insight into any potential retention pitfalls, including why employees are staying with or leaving the company. With this information, you can better plan your hiring strategy to ensure that 1.) you aren’t churning and burning hires, and 2.) you’re providing them with the tools and training they need to sell and drive revenue.

Head over to the Selling Power Sales Leadership Blog to read the rest of the story.