One of the main business stories, in many industries, this year has been the difficulty in recruiting staff. This is especially true in sales. There are many reasons behind the lack of exceptional salespeople available but, the main question is how do you maximise your chances of attracting the best candidates for your role, and showing them that your business is the one they want to work for? There is a vast amount of advice on the internet about how to build a successful sales team, motivating salespeople but there is a word that is often missing from this advice… Support.
If you remember the 80s and 90s adverts for salespeople were full of the phrase “self-starter”, meaning that they were expected to operate with high levels of independence and initiative, generating leads, qualifying them, quoting, and closing. If they didn’t succeed there would be someone else ready to take their place. In the very different world of 2022 expecting a good salesperson to achieve all these tasks to a high standard is not viable, and more often than not there will be another company happy to take your best salespeople off you if they can.
There is a simple solution to recruiting the best talent to your team. It starts with a typical sales technique, surrounding your offer with benefits. The days of “treat them mean and keep them keen” are over in sales recruitment. The best people know their value and a great candidate will often have multiple opportunities to change role, so they can be questioning you as much as you are interviewing them. The Sales Assembly blog discovered that the most common questions candidates asked at interview were around availability of sales intelligence and prospects, and how the company’s sales process works. In the post pandemic marketplace fulfillment is as important as the package on offer. You are recruiting people who you expect to deliver increased sales, so in order to attract the best you need to give them the tools they need to succeed.
Your Business Development Team are experts at supporting sales teams. We help you create a pipeline of qualified leads, and nurture them until they are ready for your sales team to do what they do best, convert prospects to orders. The demands on a salesperson’s time can leave them pulled in so many directions that they don’t achieve as much as they are capable of. Using YBDT’s services to support your team, taking away the pressure, while delivering high-quality leads and maximising your return on investment in the best sales people. YBDT’s services make sure that they are focused on the critical path to orders. If you want results-driven services that are tailored to your specific business targets and goals, we can help. Get in touch to learn more about what we can do for your business.