{"id":19691,"date":"2018-07-20T09:28:47","date_gmt":"2018-07-20T14:28:47","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=19691"},"modified":"2019-05-16T14:31:36","modified_gmt":"2019-05-16T19:31:36","slug":"finding-sales-talent-in-tight-markets","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2018\/07\/finding-sales-talent-in-tight-markets\/","title":{"rendered":"Finding Sales Talent In Tight Markets"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container-fluid\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h3 class=\"\">The labor market is tight today as you assuredly know if you have been attempting to fill open sales positions.&nbsp; The issue in sales runs deeper than that as you are typically attempting to find <em>strong<\/em> sales candidates.&nbsp; &#8220;Attempting&#8221; is the key &#8211; many hiring managers are unsure of selecting the strongest salesperson.&nbsp; How do you know they will be successful?&nbsp; Are they the right candidate?&nbsp; Can they sell?&nbsp; Will they sell?<\/h3>\n<p class=\"\">The issue gets compounded by the fact that most sales leaders do not spend their days hiring salespeople.&nbsp; In fact, most of them complete those activities on an infrequent schedule in the margins of their day as needed (hopefully not often otherwise that is a different problem).&nbsp; Hiring is the least practiced skill of most sales leaders.<\/p>\n<p class=\"\">So what to do? The first step is a paradigm shift for most hiring managers.&nbsp; If you are not consistently hiring salespeople, you probably default to the age-old approach of hiring salespeople from your industry.&nbsp; This approach is perceived to be safe.&nbsp; The thought is that someone from our industry understands it and will ramp far quicker.<\/p>\n<p class=\"\">Fair enough except for one important point.&nbsp; Will they sell?&nbsp; That&#8217;s not a flippant question, the real issue is whether you are hiring an external candidate who will successfully sell for your company.<\/p>\n<p class=\"\">Sales hiring is the one area I see where companies worry more about the experience than the skill.&nbsp; A talented salesperson has sales skills.&nbsp; Those sales skills hopefully are combined with experience from you industry.&nbsp; If you have to choose, <em>always<\/em> choose skill\/talent over experience.<\/p>\n<p class=\"\">The reason is simple &#8211; it is far easier, and faster, to teach someone about your &#8220;stuff&#8221; than it is to teach them how to sell.<\/p>\n<p>In this tight market, strong sales candidates are at a premium.&nbsp; Adjusting your approach will open up other less traditional candidates to your candidate pool.&nbsp; This adjustment is critical in this present market.<\/p>\n<p class=\"\">The key is to find transferable skills.&nbsp; I once ran a search for a large company in which we found a candidate from a tire store&#8230;not kidding.&nbsp; Upon phone screening him and learning about his role, he was using the same skill set required by my customer&#8217;s sale.&nbsp; The skills were transferable.&nbsp; Of course, we assessed the candidate, too.&nbsp; He had the right skills and a strong assessment.&nbsp; My customer pushed back a bit, but eventually they decided to hire him.&nbsp; That gentleman has skyrocketed up the corporate ladder and is next in line to take over an entire division.<\/p>\n<p class=\"\">There are techniques for finding strong sales candidates with transferable skills.&nbsp; We have a process designed to find them and confirm their abilities and determine their fit to your sales role&#8217;s requirements.&nbsp; This approach opens up your candidate pool which is most valuable in this tight market.<\/p>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/contact-us\/\">Contact Us To Learn More<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>The labor market is tight today as you assuredly know if you have been attempting to fill open sales positions.&nbsp; The issue in sales runs deeper than that as you are typically attempting to find strong sales candidates.&nbsp; &#8220;Attempting&#8221; is the key &#8211; many hiring managers are unsure of selecting the strongest salesperson.&nbsp; How do you know they will be successful?&nbsp; Are they the right candidate?&nbsp; Can they sell?&nbsp; Will they sell? The issue gets compounded by the fact that most sales leaders do not spend their days hiring salespeople.&nbsp; In fact, most of them complete those activities on an infrequent schedule in the margins of their day as needed&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2018\/07\/finding-sales-talent-in-tight-markets\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":20146,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[2,15,1],"tags":[125,1749,38,1761],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-57B","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/19691"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=19691"}],"version-history":[{"count":4,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/19691\/revisions"}],"predecessor-version":[{"id":44888,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/19691\/revisions\/44888"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/20146"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=19691"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=19691"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=19691"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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