Why Sales Recruitment Matters Many businesses adopt a rigid “no-recruiter” policy when hiring sales talent. But the cost of a bad hire for a sales team is far greater than the recruitment fee. As specialist sales roles evolve (driven by technology, customer behaviour and data) the risk of hiring a candidate who doesn’t fit both…
Future-Proofing Your Sales Team: Why Smart Sales Recruitment Starts with Upskilling Most companies approach sales recruitment reactively. Somebody leaves, a target still needs hitting, and the pressure mounts to fill the gap fast. It’s understandable, but it’s also short-sighted, and as it’s reactive you’re prone to rash moves. Filling vacancies is necessary, but relying solely…
Sales Recruitment Insight: When to Stop Raising Targets and Start Supporting Your Team We’ve had regular conversations with regional sales professionals across the UK, some of whom have built their territories from scratch, and many who have consistently delivered results, and driven growth year after year, a common frustration keeps coming up. They’ve quite simply…
Sales recruitment is one of the most important factors when attempting to build a successful sales team. While hiring from competitors might seem like the obvious way to gain industry knowledge and experience, as well as access to that renowned ‘little black book’ it comes with substantial hidden risks. Especially if the candidate you hire…
“Businesses that grow by development and improvement do not die.” So said captain of industry and business magnate Henry Ford. And he was right. A great business development manager (BDM) is crucial to the health and success of any business. Without one, you risk stagnation and, eventually, irrelevance. A great BDM is the life-blood of…
“Sales are contingent upon the attitude of the sales person, not the attitude of the prospect.” So said American businessman and author W. Clement Stone. And he couldn’t be any more correct. A great salesperson is motivated, charismatic, and above all else, knows how to close. Adding the right sales professionals to your team will…
Recruiting the best software sales staff isn’t about hiring the first person from a great brand, and certainly should not be limited to poaching only from your competitors either. Though there will undoubtedly be good candidates that fit those loose descriptions really your understanding of the traits and skills you need should be your number…
Having worked for people that have left me feeling demotivated, and those that managed to get the best out of me, I feel this is a question any budding Sales Manager should ask themselves – who’s side are you on? The answer could determine not only how successful you are as a Sales Manager, but…
Any good salesperson will know that one of the essential traits for being successful when prospecting for sales or appointments is intelligent objection handling, and it’s something that even the best salespeople need to keep on top of. As when you get lazy with your sales pitch, your deals will dry up and you will…
I’m sure you’re sick to death of hearing the words Covid-19, Coronavirus and Lockdown, never mind unchartered and unprecedented. In fact you could even be excused for hoping the news might have a story about Brexit – that’s just how far we’ve come since last year. All this said, it can’t be denied that one…