Companies make huge investments in creating value propositions that will attract customers, but reading the typical job ad shows far less effort is put into attracting the top class sales talent that will actually secure those customers. Boring checklists of required credentials and bland mentions of the company’s mission statement will attract lots of candidates in this economy, but few if any of them will be the highly desirable types because these ads don’t speak their language. Forget about “competitive” compensation, benefits and management “that cares about its staff” – these are all important, but every company promises these things. Where is the sizzle??
If you want to hire top performing sales people, you need a hiring value proposition that compels someone to leave a job that is probably paying them well. The pitch needs to speak to the DNA of the top performer and must encompass the key reasons why they might choose a new employer such as the chance to join a passionate team of experts, sell an exceptional product, enjoy ecstatic customers, or be part of a fantastic voyage of success.
People with the “right stuff” are excited by challenges and are more likely to respond to your job marketing if it stands out and speaks to them.
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
Latest posts by Eliot Burdett (see all)
- B2B Sales: 7 Ways It’s Changing Fast - October 15, 2018
- Common Traits and Characteristics – Top Performing Sales Organizations - September 14, 2018
- 65 Sales Interview Questions to Ask Sales Candidates - January 14, 2018