YourSalesManagementGuru

Blog archive

Time To Ramp Up Your Recruiting

I have often stated that a sales manager should spend between 15 percent and 20 percent of their time recruiting and interviewing, but as you move through October into November, you'll need to increase your recruiting focus.

Around this time of the year, like it or not, every salesperson is assessing their current status, their organization, what they are selling and a pending new compensation plan in 2012.  By increasing your recruiting now, you will capture the attention of potential salespeople. And by adding them now or even at the first of the year, you will be in position to exceed your 2012 sales goals. What should you do?

  1. Place a display advertisement in the business section of your local paper -- not in the help-wanted section.

  2. Review your resume folder or competitive salesperson list. Check your won/lost reports and find out who the salespeople were that won orders during the past year. Call them.

  3. Contact your vendor account managers and let them know you are looking for additional salespeople. They may know quality salespeople to contact.

  4. Increase your networking activity. Attend a few extra events and let everyone know you are looking for quality salespeople.

  5. Make sure everyone in your company knows that you are recruiting. Set up a referral bonus plan.

Obviously, make sure you have a well-defined interviewing process to effectively select quality candidates. My book may be of value if you haven't been trained to hire salespeople. Recruiting High Performance Sales Teams includes additional recruiting ideas, interview questions, scorecards and a bonus section that describes a new salesperson on-boarding process.

Posted by Ken Thoreson on October 24, 2011 at 11:59 AM


Featured

  • 2019 Microsoft Conference Calendar: For Partners, IT Pros and Developers

    Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss this year.

  • Microsoft Rolls Out SQL Server 2019 RC1

    The first release candidate of the forthcoming SQL Server 2019 product can now be downloaded from Microsoft's Evaluation Center page.

  • The 2019 Microsoft Product Roadmap

    From the next major update to Windows 10 to the next generation of HoloLens, here's what's on tap from Microsoft this year.

  • Microsoft, Tech Leaders Back Confidential Computing Consortium

    The Linux Foundation on Wednesday announced the formation of a new group that aims to ensure the security of processed data.

RCP Update

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.