Whether you run an emerging start-up or a multinational business, chances are that the health of your bottom line relies in no small part on the skill of your sales team.
From entry-level telemarketers to directors, account managers, and executives, it’s your salespeople who are out there drumming up a new business and building your brand day-in and day-out. No matter how well-designed your products or services are, without a talented sales team, it’s nearly impossible to expand into new markets and attract new customers.
For companies looking to build a more effective sales team or expand an existing one, finding the right personnel is key — but identifying and hiring candidates who understand your industry and can grow your business isn’t always easy. This is why many of the most successful businesses rely on sales recruiters to help.
If you’re interested in investing in the human resources of your sales department, here are five reasons to consider working with a professional sales recruiter to build your team.
1. Sophisticated Assessment Tools
One of the biggest challenges in hiring sales personnel is knowing whether they have what it takes to step into a certain role. Whether you’re looking for an entry-level rep or a COO, a resumé and interview isn’t always enough to really determine whether a new hire has what it takes, which is why sales recruiters often develop their own assessment tools.
For example, companies that use the services of salestalentagency.com have access to their unique DNA/PRO tool. Using this tool, Sales Talent Agency identifies candidates who have the talent to achieve sales success by assessing their drive, nature, and acumen (DNA) and their past experience and readiness to take on a new job by looking at their performance, relevancy, and opportunity management (PRO).
Specialized tools like this are a lot more in-depth than a typical interview or online test and help sales recruiters identify the people who are most likely to succeed in a given position.
2. Massive Databases
There is no shortage of experienced salespeople looking for new positions; it’s finding them that’s the challenge. The Internet has no shortage of job boards and hiring forums, but the sheer volume of resumés out there makes it hard to focus on the most promising candidates.
Rather than relying on the job posting websites, sales recruiters keep their own extensive databases of salespeople working in a range of different industries. When you work with a sales recruiter, you don’t have to worry about filtering out the inappropriate candidates, and you are also more likely to land the kind of specialized talent you’re looking for.
In the same way that working with a logistics company makes sense because it allows you to delegate a time-consuming but essential aspect of your business to people who have the specialized tools and knowledge needed to deliver results, working with sales recruiters is the best way to build a sales team that will increase your margins and bring in new business.
3. Hiring for a Range of Positions
In the case of larger companies, a sales team can comprise dozens and even hundreds of individuals, from entry-level sales reps working their way through call lists to sales executives responsible for the overall strategy and vision.
Each of these people has an important role to play, and getting the most out of your team usually means finding key individuals who have both the technical experience and the soft skills to work together to generate new leads, keep clients and customers happy, and consistently exceed quotas.
But from a hiring standpoint, each position has its own challenges: it may not be difficult to find and replace telemarketers, but you might have to do so regularly. Finding management with proven industry experience and a track record that proves they know how to lead a team requires more time, but it also has a bigger impact on morale and performance.
Sales recruiters with experience hiring for a range of positions understand how the skills you need in a technical sales/solutions engineer are different from the skills you need in a territory sales representative or an account manager. And if you need to build a whole team from scratch, they can find the balance of personalities, experience, and talent that will guarantee success from day one.
4. Industry-Specific Service
There is a well-established idea that sales skills are broadly transferrable across industries — that selling tech isn’t significantly different from selling industrial cleaning supplies. While there is some truth to this, it is also an oversimplification. Each industry has its own particular culture, and in addition to being sensitive to broader cultural differences, salespeople are often required to develop a specialized knowledge of regulations, conventions, competition, and the technical side of the products or services being sold.
Many sales recruiters help their clients find salespeople and other team members who are already familiar with their industry to minimize the learning curve so they can start delivering results immediately.
5. Unparalleled Speed
The world of sales is competitive and unpredictable, and sometimes companies find themselves in the position of desperately needing to fill a vital role right away. Especially in the case of executive hiring, this can be extraordinarily difficult: you rely on your sales directors and key account managers to oversee operations and keep essential clients happy, and you can’t afford to leave their positions empty while you take your time finding a new candidate.
This is where working with sales recruiters can be absolutely crucial.
In some cases, sales recruiters can fill a new role with a highly qualified individual within a matter of days, allowing you to ensure that your team isn’t leaderless and your clients aren’t without a contact person for long. Sales are an essential component of any business, and after the dramatic economic contractions of 2020, a crack sales team is essential if you want to finish out the last quarter on a high note.
If you want to build a team that is up to the challenges of this tumultuous year, partnering with sales recruiters who can staff your sales department with people who know your industry and can deliver real results is the best way to do so.