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The Sales Keys to Winning New Business

  
  
  

The Sales Keys to Winning New BusinessYou want to win new business, but you're not sure how to go about it. What can you do to acquire new customers and drive sales results? Use these sales keys to win new business.

Rethink your overall strategy. 

This is one of the most important sales keys to winning new business. Sometimes we are caught up in our day-to-day routines and forget to think about the big picture. If you want to win new business, you're going to have to re-evaluate how you are currently doing things. 

Identify your strengths, opportunities, weaknesses, and risks.

Capitalize on your strengths and take advantage of opportunities in the market. Acknowledge your weaknesses and work to improve in these areas. Take steps minimize risks.

Understand your target buyers.

You need to have a clear understanding of your target market. Create a profile of your ideal customer. Think of ways you can appeal to them. When you understand your customers, you can have more meaningful conversations with prospects and provide suitable solutions. Identify their needs and figure out how your products/services can help. Determine how best to market to them. Think outside the box. There could be an entirely different segment of potential buyers you haven't even considered yet.

Check out the competition.

Examine their sales and marketing methods. What are they doing right? Can you identify any weaknesses? Learn from the competition's mistakes. You may be able to seize an opportunity to win business if your competitor is fumbling.

Look for ways to differentiate from the competition.

What makes your products/services special? Why should prospects choose your company over a competitor? If you can't answer these questions, prospects certainly won't be able to.

Set specific goals.

Include deadlines for these goals and take steps to achieve them. Set aside time to review progress of goals regularly. Remember to acknowledge your successes. If you haven't met some of your goals, don't think of this as a failure. You just haven't accomplished these goals yet. Take this opportunity to revise your plans.

Revamp your website and incorporate search engine optimization.

Consider rebranding the business to freshen up your image. Get your website working for you. Don't avoid crucial sales keys because of the cost associated with implementation. It is well worth the investment.

Start using social media.

Social selling is critical in today's digital market. Interact with customers and prospects on Facebook, LinkedIn, and Twitter. Participate in-group discussions, contribute valuable insights and responses, share useful content, and respond to customer questions. It's all about connecting and building relationships.

Gain trust and credibility.

Create valuable content to post on your company blog and share it via social media and email. By adding value, your customers and prospects will want to visit your website. Share case studies and testimonials to further demonstrate your industry experience. You will be recognized as a thought leader and industry expert.

Listen to consumers.

More than ever, consumers are willing to tell you what they want. Use social media to get feedback from your customers and to find out more about your prospects' interests.

Incentives

Give incentives to existing customers to encourage referrals and word-of-mouth marketing. You can offer existing customers discounts on future purchases if they bring in new customers.

Continue to develop your skills.

Whether you're new to sales or a seasoned professional, you should always strive to improve. Attend seminars and conferences, read books on the business, research online, network with other sales professionals, subscribe to relevant blogs, follow industry professionals on Twitter and LinkedIn, and stay up to date on industry news. 

These sales keys can help you win new business. If it's been a while since you've updated your sales process, you may feel slightly overwhelmed after reading this list. Don't be. Get started by taking steps to tackle each of these sales keys one by one and start bringing in new business. 

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Get Started at Social Selling

  
  
  

How to Get Started at Social SellingSocial selling is when salespeople use social media to interact with prospects. You might think that social media is a waste of company time, but that couldn't be further from the truth. Social selling can reduce the sales cycle time by fifty percent. Your potential buyers are on social media, so your salespeople should be too. Embrace social selling to connect with and communicate with prospects. Social media gives consumers the opportunity to ask companies questions directly and allows salespeople to respond quickly. This efficiency is valuable to consumers. Social selling is a valuable, efficient, and effective tool that your company needs to stop avoiding and start using.

Get Started

If you're new to social media, don't worry. It's easy to set up company accounts on Facebook, Twitter, and LinkedIn. You should also encourage your salespeople to start individual accounts. Upload your company logo for company profile pictures and have your employees use professional headshots for their profiles. Every account associated with the company should include a link to your website in the description. Provide social media training if necessary. Equip your salespeople with the social selling skills they need to succeed. 

Follow Prospects

You want to catch the attention of potential buyers and build a relevant following. Search for relevant keywords on Twitter and start following users who are discussing relevant topics. Check out your competition. Who are they following? You want to follow as many relevant people as possible. Ideally, these people will start following you back.

Social selling tools speed up sales research. By following customers and prospects, you can get to know them better. You will be able to research your prospects before meeting them. Discover their wants and needs. You can then address these issues and offer solutions. Show how your products/services can solve their problems. 

Share Valuable Content

Establish yourself as a credible source of information. Produce valuable content to share via social media channels. Add value, drive traffic, and give consumers a reason to visit your website again and again. You can't just tweet about your company with a link to your homepage and expect people to click through. Start a company blog and continue to post new, original content regularly. The more content you create and share, the more visible you will be to your followers. When you share content that your followers find useful or valuable, they will be more likely to share it with others, extending your reach even further. By providing new and interesting content, you will gain credibility. Eventually your followers will recognize you and your sales team as industry experts.

Interact with Prospects

Social media allows you to interact with consumers like never before. Instead of pushing the same old sales pitch, have meaningful conversations with prospects. Your sales reps should use their own individual profiles to communicate with prospects. Consumers will be more likely to interact with and take advice from an individual than a company. Take advantage of these platforms and communicate with prospects, answer their questions in a timely manner, and participate in relevant discussions.

Like, share, favourite, and retweet interesting content that others are posting. Successful salespeople understand the importance of creating connections and developing relationships with customers. Social selling is all about building strong relationships with potential buyers. By interacting with potential buyers, you can get a better understanding of their needs and interests. Use tools such as Tweetdeck and Google Alerts to receive notifications when consumers are discussing specific topics. You can then participate and provide useful information in real time.

Start Social Selling

It's impossible to ignore the impact social media has on sales. It has become a valuable lead generation tool. Update your sales and marketing strategies and get your sales team involved. Social selling is a powerful and advantageous tool. Don't miss potential sales. Start social selling and increase efficiency, productivity, and sales.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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3 Things Sales Leaders Do

  
  
  

3 Things Sales Leaders DoSales leaders are responsible for leading and managing sales teams. It is their job to drive sales results. Effective leadership can have a tremendous impact on a sales team. A great sales leader can boost confidence, motivate and inspire, increase productivity, and help achieve better results. Here are three things sales leaders do.

1. Successful sales leaders build the best sales teams.

They identify, hire, and retain the best salespeople. They provide training and coaching to continue to develop talent. Sales leaders should prepare their sales teams and equip them with the tools they need to succeed. Many sales leaders got to where they are because they used to be great sales reps. Because of this, many sales leaders know plenty about selling and closing deals, but they aren't necessarily leading. They were great individual contributors, but they fail to build sales capability across their team. Sales leaders need to focus their attention on the sales team as a whole and provide effective coaching to develop talent.

When salespeople are struggling with difficult or complicated tasks, leaders should provide assistance. They have the experience and expertise to step in and help when someone on the team is having trouble. This kind of assistance will go a long way when it comes to the relationship between leader and team. The sales team should feel comfortable asking their leader for advice. When help is offered, the team will come to trust and respect the leader, knowing they can turn to him if needed. Salespeople will feel more confident knowing they will be helped if they need back up. 

2. Successful sales leaders mark progress, not just report results.

It is their job to evaluate personnel. Rather than simply reporting results that have been achieved and demanding improvements, effective sales leaders track progress toward sales goals and work closely with salespeople to ensure sales targets are met. Sales leaders should collect information about successful sales calls, meetings, etc. Leading a sales team is not about barking orders, demanding success, or blaming sales reps. This is an incredibly ineffective approach. A good leader considers himself part of the sales team and adapts his leadership style and approach as needed. Good sales leaders will look back at completed sales results and also forward to future sales goals. They will develop strategies to help their team accomplish their goals. 

3. Successful sales leaders motivate with recognition and rewards.

They know how to evaluate performance in ways that produce desired results. They know how to link incentives and compensation systems to obtain better sales results. Good sales leaders develop strong rewards and recognition programs. It's important that rewards and recognition are timely and relevant in order to be effective. There is a variety of ways to reward and recognize deserving sales reps. Reward top performers with financial rewards. Leaders should also motivate their sales teams with non-monetary recognition. Provide regular feedback on performance so those who are working hard feel appreciated and motivated to continue. It is up to sales leaders to monitor performance to ensure sales goals are met. Recognizing strong salespeople and reinforcing positive behaviour will motivate those rewarded as well as the rest of the team to work harder to meet sales targets.

Sales leaders support business development efforts and drive sales results by building talented sales teams, marking progress, and motivating salespeople with recognition and rewards. Great sales leaders have vision, communicate effectively, and encourage growth.

If you are a sales leader and your sales team isn't delivering the sales results you need, and they're not responding to your current management strategy, review your processes and update practices that aren't working. It may be time to implement a new leadership style. Make an effort to address the needs of your sales team. A new approach might give your salespeople the inspiration they need to get out there and increase those sales figures. 

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Refresh Your Sales Process

  
  
  

How to Refresh Your Sales ProcessIf sales are sluggish and morale is low in your sales department, it might be time to refresh your sales process. Sometimes, simple changes can be the key to a new start. Refreshing your sales process can also give you a chance to re-align with a swiftly changing market or to incorporate new technology in your sales process to help your sales managers and reps to work more efficiently.

The following tips can help you to refresh your sales process.

Take a Survey

Before you can know what needs to be refreshed, you'll need to do a little research. Survey your sales reps, sales managers, and customers to find out what's working well and what's not. After you've gathered your data, analyze it using the following questions:

  • Is everyone clear about his or her roles at each step of the sales process?
  • Are there certain places in the sales process where prospects commonly back out?
  • Which parts of the process run the smoothest?
  • Which parts of the process are the most expensive?

The answers to these questions can help you to discover the parts of your sales process that need attention and change.

Review Your Goals

Without reviewing your company's goals, you might inadvertently refresh your sales process in a direction that will actually steer you away from your desired destination. Before you make any changes, review your goals with your executive team. 

If it's been quite a while since your goals and mission statement were reviewed, you might want to spend a little time thinking about the overall direction of your company. Once your goals are settled and agreed upon, you're in a solid position for making changes to your sales process.

Analyze Your Prospecting

If you have pinpointed prospecting as an area where your process needs refreshing, consider adding one or more of the following items to your procedures:

  • Daily prospecting scheduling
  • Improved cold calling scripts
  • Social media strategies
  • Inbound marketing strategies
  • Improving client relationships
  • Asking for client referrals

Closing Techniques 

If your survey results find that you lose prospects during the sales closing, refresh your sales process in regards to closing techniques. You may need to do some training with your sales reps to introduce them to skills and strategies for closing more sales.

You can refresh your process by focusing on some of the following closing techniques: knowing your impact on customers' lives, being a storyteller, slowing down and listening to the concerns of customers, connecting the dots between needs and solutions, and focusing on being a problem solver instead of "just a sales person”.

Continuity and Connections

Does your sales process end at the closing? If so, it's time to refresh with an additional step: continuity and connections. In order to reap the full benefits of a sale, you need to focus on continuing that relationship. Your sales process should include ways to stay connected with customers. Such connections can result in repeat business, customer referrals, and an expanded business network.

In addition to staying connected with customers, you also need a way for your employees and sales people to stay connected with each other. Regularly scheduled meetings can help them to share ideas, build relationships, and strengthen team unity.

Refreshing your sales process doesn't have to be a huge, arduous task. By making a few simple changes and homing in on the areas where your company needs improvement, you can improve both your sales and the working environment at your company.

Sales Management Worksheet

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Sell to More Than One Person

  
  
  

How to Sell to More Than One PersonIf you're in sales, you understand how valuable your time is. Don't spend your valuable time trying to sell to someone who isn't going to buy. You also don't want to rely too heavily on just a few key customers. Increase the effectiveness of your sales efforts by reaching out to the right prospects. You want to extend your reach and generate as many qualified sales leads as possible. Market more effectively so you can sell more effectively. Understand your customers and tailor your marketing to different segments. Deliver the right marketing messages to the right people. Targeted marketing and selling will yield the best results. With an understanding of your customers, you will be able to sell more effectively as you will be able to identify their needs and demonstrate how your products/services are the perfect solution. Stop wasting valuable time trying to sell to someone who's not buying. Here's how to sell to more than one person.

Content Marketing

If you don't already have one, create a company blog so you have a place to share valuable content with your customers and potential buyers regularly. Whenever you have new content to share, post the link on Facebook, Twitter, and LinkedIn to increase visibility and to drive traffic to your website. Nowadays, consumers want to do their own research and make their own buying decisions. Gain trust and credibility in the industry by providing ideas, insights, and information. Add value and stand out next to the competition.

Once they express interest and are at the right stage in the buying process, contact them to further nurture the lead. This will save you the time and energy you used to spend trying to convince people who are unaware of your company to buy from you. Now when you engage with prospects, they will already be aware of your company and products/services. They are already interested in moving forward in the sales process. You can do what you do best and convert leads to sales. This is a much more effective use of your time.

Social Selling

Use social media to share valuable content with your prospects. Join multiple social media networks to reach as many potential buyers as possible. At the very least, you should be on Facebook, Twitter, and LinkedIn. Social selling is all about using social media to connect with consumers before you sell. Build relationships with customers and prospects. Use social media to enhance customer service, generate qualified leads, and sell more.

Email Marketing

Use email marketing tools to organize and maintain lists of customers and subscribers. In addition to social media, you want to reach out to prospects via email. This is another opportunity to add value. Include a link to a downloadable resource or include a promo code. Let them know about new products/services that will be available soon. Remind them that you're on Facebook, Twitter, and LinkedIn by suggesting they follow you to receive all of your latest updates. Let them know about your useful and informative blog. Effective email marketing can help you sell more.

Continually assess how valuable your existing customers are. Things can change. Customers who used to be highly profitable could start to buy less or demand lower prices. You should also consider customers' future potential. If you are working with a small customer who has high growth potential, it may be worth nurturing this relationship.

Increase your productivity and sell to more than one person at a time. Extend your reach and increase your visibility by using social media, implementing content marketing, and taking advantage of email marketing tools. Once prospects are in the decision-making stage, that's when you should focus more time and energy on them individually. Contact qualified leads at the right stage and continue to nurture these leads to convert them to sales. Use these tips to sell more effectively and increase your sales.

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Know if a Sales Job is Right for You

  
  
  

How to Know if a Sales Job is Right for YouIf you're wondering if a sales job is right for you, we've come up with a list of things for you to consider. First, think about your personality. It takes a certain type of personality to succeed in sales. We've outlined a few key traits of a successful sales rep. 

The Personality

  • Are you confident? You need confidence if you're going to do succeed in sales. People are naturally attracted to confidence and they will want to hear more about what you have to offer if you radiate confidence. If you're lacking confidence, prospects will doubt you, the products/services you are pitching, and the company you represent.
  • Are you sociable? You're going to have to make cold calls, send emails, participate in social media discussions, and maintain an online presence. If picking up the phone to make a phone call to a complete stranger sounds intimidating, you might not be cut out for a sales job. Nowadays, social selling is a crucial aspect of the sales process, so you'll have to be prepared to interact with prospects on Facebook, Twitter, and LinkedIn.
  • Are you competitive? Sales is a highly competitive field. Other salespeople will be approaching the same prospects as you. What will you do to set yourself apart from the competition? Many salespeople are also competitive within their own team as each rep works diligently to achieve sales targets, quotas, and goals.
  • Are you driven? You really need to be motivated in order to excel in a sales job. Consistent drive will help you stay on track when you're faced with rejection. A highly motivated sales rep won't let an obstacle interfere with her goals. You can't take rejection personally. Keep track of your successes, strengths, and weaknesses. Learn from negative experiences, work toward improvement, and continue to assess your progress. A sales job requires continuous motivation and drive.
  • Are you persistent? When a prospect dismisses you, you will need to be able to set aside feelings of rejection in order to persist.
  • Are you enthusiastic? If you want to be successful in sales, you need to exude enthusiasm. If you can't get excited about what you're selling, why would someone buy from you?

There are many different types of sales jobs. Determine what type of industry you want to work in and then take a closer look at what a sales job in that specific field would be like. A sales job in pharmaceuticals would be very different from a car sales job. Perhaps you're interested in selling real estate or maybe insurance. While many of the personality traits listed above apply to sales in various industries, you will want to think about other factors specifically related to your field of interest or expertise.

Get an inside perspective. Take the time to talk to different salespeople. Ask as many questions as you can. While each sales professional tells you about his/her sales job, consider his or her personalities as well. Are there similarities between sales reps? Do you see similar traits in you? What are their priorities in life? Can you see yourself doing this type of work long term?

Examine your motives carefully. Why are you considering a career in sales? What about sales interests you? You may be interested in a sales job because of the potential earnings. Perhaps you're interested in travelling, networking, learning, and training. Whatever it is that interests you, remember that different sales fields may provide different rewards. Find out as much as you can about the industry you're interested in and what that sales job would involve.

If you want to excel in a sales job, you need to be confident, sociable, competitive, driven, persistent, and enthusiastic. This type of work is highly demanding and can be overwhelming for those who do not possess these essential traits. Do you think you have what it takes to succeed in a sales job?

Job Search Readiness Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Adapt Your Business to the New Sales Culture

  
  
  

How to Adapt Your Business to the New Sales CultureAs the years go by, technology becomes more integral to business success. Companies need to adapt to the new circumstances and the new sales culture or get out of the way for emerging businesses that are ready to use technology to their advantage. It's a hard truth to hear, but one that must be understood if you intend to succeed in the new sales culture that is taking over the world today. Buying behaviours have changed, so your business plan, marketing strategies, and selling tactics need to change to keep up. It might seem daunting, but it can be done. Here's how you can adapt your business to the new sales culture that is taking over the world.

Get Mobile

Flip phones that can only be used to call and text are a thing of the past. Now, virtually everyone has a smartphone and accesses the internet through it in order to search, research, and buy products and services. Customers are not reading newspapers or listening to the radio anymore, and they are not waiting by the door for your weekly flyer before they go out shopping. They're turning on their smartphones to search for the best deals and the new up-and-coming products, so that's where you should be marketing your business. Design your website to be responsive so potential buyers can easily access it via any device, create a mobile app for your business, and consider advertising through apps, so you can reach your audience through their smartphones.

Get Online

The new sales culture was more strongly transformed by the web than by any other factor. Don't let technology keep you behind your competitors. Get online and start selling and marketing through the internet. Perhaps the biggest change to the new sales culture is the fact that customers now want to be in charge of their own buying decisions. They want to conduct their own research, get informed, and then after careful scrutiny, decide to buy from the right company. When you implement inbound marketing into your business plan, you will be able to carry the customers through this new buying process and eventually gently lead them to your company through online ads, a blog, a website, and social media interactions.

Track, Track, Track

The new sales culture shows that buying behaviours have changed. But today's sales culture that you are so tirelessly trying to adapt to might quickly change again. So, it's important to constantly track your results-from your sales numbers to your marketing strategies-to ensure that you're always on top of the new sales culture, whatever that might be at any given time. Always know what's working and what's not so you don't get left behind.

Engage a Marketing Consultant

If you are unsure about exactly how you can adapt to the new sales culture, it might be beneficial to consult with a sales and marketing expert. Sales and marketing consultants are always in the loop when it comes to new buying trends, selling techniques, and marketing strategies. They are always up to date, so you can trust them to know exactly what to do to move forward in today's business world. Trying out different sales and marketing strategies and hoping that they work is a waste of time, resources, and effort. Go straight to a consultant to make sure you are utilizing their talents to get it right the first time.

Adapt to Thrive

It today's digital society, it's important to adapt to the new sales culture in order to survive. Although it's often dreaded in business, change is necessary in order to grow. Everyone else is going digital, and so should you. Get online, get mobile, track your results, and engage a marketing consultant so you can grow your business into the future and thrive.  

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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5 Sales Coaching Tips to Lead You to Success

  
  
  

5 Sales Coaching Tips to Lead You to SuccessAs a sales leader, it's your responsibility to motivate your sales team and drive sales results. You need to build a talented team of sales professionals and provide ongoing sales coaching and training. You should continue to develop your team's talent. Many sales leaders and managers insist they don't have the time for sales coaching, they're not sure how or what to coach, or they don't have the right tools and resources for effective sales coaching. These excuses are the reasons your sales team isn't getting the results you want. Stop making excuses and make sales coaching a priority. We've come up with a list of five sales coaching tips to lead you and your sales team to success.

1. Develop Talent

So you've managed to round up a great group of experienced and talented sales professionals. You need to continue to train your salespeople. Provide them with the sales coaching they need to succeed. Sales coaching isn't just for new hires. Check in with your team regularly, identify sales training needs, assess sales processes, and introduce new sales tactics. Remember to adapt your training techniques and sales coaching methods to meet your trainees' needs.

2. Set Specific Goals

As a sales leader, you should develop and set specific goals for individual team members that align with company goals. By setting specific goals, you will be able to track progress more effectively. Your sales team will have a clear understanding of your expectations and they will be motivated to meet and exceed these expectations. If goals are not met, do not consider this a failure. This is a sales coaching opportunity. Review sales practices and make improvements.

3. Use Social Media

Take advantage of social media. Get your salespeople online. Encourage your team to use social media for professional purposes. Work closely with your marketing department to ensure valuable content is being created for sales reps to share on Facebook, Twitter, and LinkedIn to generate sales leads. Salespeople should use social media to interact with customers and potential buyers. Provide social media training if necessary. Your prospects and your competition are using social media, so why aren't you?

4. Focus on Progress

Many sales leaders focus solely on results. You should take the time to sit down and review progress as well. Ask for progress reports, ask if your sales team needs assistance or advice, and make changes to the sales process if something is no longer working. By helping your sales reps along the way, they will be more likely to achieve hit their sales targets. They will also have more confidence knowing that their sales leader will be there to help if they encounter any obstacles.

5. Give Effective Feedback

Great sales leaders give sales reps effective feedback. Encourage your sales team to meet their sales targets by recognizing and rewarding their successes. An incentive program can go a long way when it comes to motivating sales professionals. Salespeople want to be recognized for their hard work. You can use financial rewards and/or non-monetary rewards to show your appreciation. Some sales leaders think it's a good time to slip in some criticism after congratulating someone. This is not the time. This only undermines the accomplishments, defeating the purpose entirely. Remember, feedback is meant to help. When you give effective feedback, you will develop more trusting relationships with your team members. 

It's up to you to keep your sales team motivated. Provide continuous training to develop their talent and help them meet sales targets. You can't sit back and expect improvements. And you shouldn't blame your sales reps for a dip in sales. Assess your current sales strategies and update your sales tactics. Develop talent, set specific goals, start social selling, focus on progress, and give effective feedback. Use these sales coaching tips to lead you and your sales team to success. 

5 Traits of a Great Sales Manager

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

How Sales Recruiters Help You Hire a Sales Person

  
  
  

How Sales Recruiters Help You Hire a Sales PersonWhether you own a small, medium, or large business, you're a busy person, and the thought of looking for a new sales person can be overwhelming. You want to find the right person for the job and that can be time consuming. Plus, with everything else you have on your mind, it might be difficult to focus on the hiring process and to make an informed decision when it comes to selecting the right candidate. At the same time, you know this is an important decision, and you might not want to give another employee the responsibility of hiring someone new.

Engage a professional to help you hire a sales person. Sales recruiters have experience hiring the best candidates and will find you the right sales person for your company. It's important that the new hire has the necessary skills, personality, and background for the job, but it is also important that the successful candidate is a good fit with the company.

  • Sales recruiters will take the time to understand your business and your needs in a sales person. They will identify corporate goals, sales processes, and key deliverables.
  • Sales recruiters will save you time. They identify and acquire top sales talent and ensure the ideal candidates are aware that you're hiring. They will sort through the numerous applications for you so you can focus your time and energy on your other responsibilities.
  • Sales recruiters will assess and interview candidates for you. They are experts when it comes to assessing, interviewing, and hiring talented salespeople. They will only consider the best candidates for the job. Plus, sales recruiters understand more than anyone that you must look beyond the resume when hiring a sales person. They will evaluate personality, attitude, and behaviour, in addition to work experience, to ensure your new hire will be a good fit for the job. Let a sales recruiter handle the hiring process for you.
  • Sales recruiters guarantee quality candidates. They know how to source the right interview candidates. Even if you have a solid screening process in place, it can be tricky to find the right interview candidates. It can take months to find the right person for the job, but you need a new sales representative now. Engage sales recruiters to help you hire a new sales person quickly and effectively.
  • Sales recruiters attract the top talent. Nowadays, applicants are deciding to work with recruiters to find work because they can guarantee their resumes are seen. When applying for jobs posted online, it can feel like you're sending your resume into a black hole. Talented applicants want to work with sales recruiters so they can apply more effectively. You should work with recruiters so you can hire talent more effectively.
  • Sales recruiters get the job done. They will select and present your ideal candidate. You will receive a summary including the candidate's resume, interview notes, and assessment results. Many recruiters offer a guarantee on their candidates so you can rest assured knowing your new hire will succeed.

The benefits of using a recruiter significantly outweigh the cost. Get the greatest return on your investment by engaging a recruiter to help you find a sales person who can deliver the sales you need. Sales recruiters will help you hire a sales person by taking care of the screening, interviewing, assessing, and presenting the candidates. Engage a professional recruiter to find you the professional sales rep you've been looking for. 

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

How Top Sales People Build Meaningful Relationships

  
  
  

How Top Sales People Build Meaningful RelationshipsVital, meaningful business relationships can turn average sales people into the top sales people in their industry. Lasting success in sales is more dependent on building and maintaining long-term business relationships than on acquiring specific prospecting, selling, and closing strategies.

Although it may seem like some people are just more fortunate than others when it comes to developing meaningful relationships, there are concrete things you can do to start building better business relationships today. When you train your sales people to make habits of the following actions, you will help them to build relationships that will serve them well for years to come.

Improve Listening Skills

Meaningful relationships are built on time and conversation, and conversation cannot be meaningful if you don't listen to what the other person has to say. Your sales people will win friends as they listen carefully to clients' thoughts, ideas, and concerns. You can help your sales people to be good listeners by training them to ask good questions that elicit thoughtful, in-depth responses.

Good listeners also follow up on answers to clients' questions by probing a little further: "So you're concerned about implementation? What are your specific concerns?" Questions like this allow clients to thoroughly think through their problems verbally, which is a gift not many of us get on a regular basis, and these questions also allow sales people to more effectively construct custom solutions.

Tell Personal Stories

You and your sales people can also build meaningful business relationships when you tell personal stories about situations that are similar to the ones your clients are facing. Personal stories allow clients to get to know you better, and this helps to build trust. But they also show your clients that you have experience with their challenges, and you have figured out how to overcome them. Be careful to not dominate conversations, however, and choose your personal stories carefully. When used appropriately, personal stories can be incredibly helpful in building meaningful relationships.

Show Gratitude

Sales appointments take time out of a busy person's life, and you should always show your gratitude for that time. Many sales people send thank you cards after an initial appointment, and this is a great practice to incorporate into your life, but it's also important to show gratitude to clients you've been working with for many years. This is part of maintaining relationships. Whether you send a card in the mail or treat a customer to lunch, these courtesies go a long way when it comes to meaningful relationships.

Be Thoughtful

A birthday card in your mailbox, a note of congratulations for a promotion. These kind gestures build lasting relationships. Be genuine in your communication with clients, and remind them that you're thinking of them and have their best interests in mind.

By incorporating these habits into your day-to-day interactions with prospects and existing customers, you and your sales reps can build and maintain meaningful business relationships that will serve you well for many years. You will enjoy more referrals from your customers, and your network will expand, giving you more opportunities to be a good listener, tell personal stories, show gratitude, and be thoughtful.

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