When people hire me as a motivational sales trainer for their sales force, they often have a mix of some A-players, mostly B-players, and a bunch of C-players. As a sales trainer, I want to help organizations find great sales people in the first place. Here are the three secrets to finding great sales people:
Always be hunting for great sales people. Most companies only look for new sales talent when they suddenly need new people. This makes sense, but it’s all wrong. Remember that great sales people, by definition, make money for an organization, so great companies must be looking all the time. Anytime an A-player comes along, great companies will hire that person. No questions asked. This is because A-players don’t come along often since they are employed somewhere else that doesn’t want to lose that person.
Reward handsomely for results. As a motivational sales trainer, I focus a lot on compensation plans. Most companies offer big base salaries and little bonuses for results because they think they must do this to attract talent. This is completely incorrect. A-players want huge upside for results. So don’t be afraid to lower that base salary and offer heavier compensation for results. The more money they earn, the more money you earn.
Get help from your existing team. If you want to find people with sales motivation, start asking people with high levels of sales motivation. People associate with like-minded people. Offer big rewards to your existing employees for recommending others to work at the organization. Just remember how much you pay headhunters, so why not pay that same money to your employees for successfully finding a candidate that lasts beyond 90 days?
The secret to finding great sales people is actually quite simple. Always be looking, reward handsomely for results and get help from those already at your company. In my sales training in Boston, we focus deeply on those three factors to find the best sales people.
What do you do to attract the top talent? Please share below.